Turn Prospects into Profits: Wollongong Sales Workshop
Description
About This Course
Duration: Two full day, from 9:00 AM to 5:00 PM.
Delivery Mode: In-person classroom training. Virtual and in-house training options are also available upon request.
Language: English.
Credits: Participants will earn 16 PDUs / training hours.
Certification: Each participant will receive a Course Completion Certificate.
Refreshments: Complimentary lunch and refreshments will be provided during the training.
Course Overview:
Many sales professionals fall into the trap of talking too much, eager to highlight product features without fully understanding the customer’s needs. This two-day Sales Training Program focuses on equipping participants with the right skills and mindset to become more effective salespeople. By learning how to ask the right questions and connect with different buyer types, participants will improve their ability to engage customers, handle objections, and confidently close sales.
The program emphasizes the importance of listening, uncovering customer needs, and tailoring approaches based on buyer personality types. By the end of this course, participants will be better equipped to deliver both commercial and sales objectives effectively.
Target Audience:
This course is designed for sales professionals at all levels who are looking to improve their sales techniques and results.
Learning Objectives:
Upon completing the course, participants will be able to:
Understand the right skill set and mindset required for professional selling.
Connect better with customers, effectively overcome objections, and confidently close sales to achieve targets.
Master an effective sales questioning technique to better understand customer needs while providing a superior customer experience.
Understand the four major behavioral styles and learn how to adapt sales strategies to each buyer type.
Prerequisites:
There are no formal prerequisites for this course.
Course Materials:
Participants will receive a course manual that includes presentation slides and reference materials.
Technical Requirements for eBooks:
Internet access to download the eBook.
A laptop, tablet, smartphone, or eReader (excluding Kindle).
Adobe DRM-supported software (e.g., Digital Editions, Bluefire Reader).
Instructions for downloading and activating the eBook will be provided.
Certification:
Upon completing the course, participants will receive a Course Completion Certificate from Strivewisdom.
To discuss your team’s training needs, email us at info@strivewisdom.com
© 2026 StriveWisdom. All Rights Reserved.
Agenda
Module 1: Introduction to Professional Selling
● Overview of professional selling. ● Understanding the skill set and mindset for successful sales. ● Activity: Identifying the characteristics of the perfect salesperson.
Module 2: The Professional Selling Skill Set
● Techniques for controlling a conversation with customers. ● The power of questions in sales. ● The OPEN Question Selling Technique: Operational, Probing, Effect, and Nail-Down Questions.
Module 3: Listening and Knowing Your FAB (Features, Advantages, Benefits)
● The importance of listening to customers. ● Distinguishing between features, advantages, and benefits. ● Focusing on customer-specific benefits and identifying their decision-making criteria.
Module 4: Handling Objections and Closing the Sale
● Types of objections in sales. ● The APAC Objections Handling Model. ● Managing the most common objection: price. ● Learning nine closing techniques to seal the deal.
Module 5: The Professional Selling Mindset
● Cultivating the right mindset for successful selling. ● Embracing the "more No’s" approach. ● Visualizing the sales process. ● Knowing your product or service inside and out.
Module 6: Understanding Buyer Types and Follow-Up
● Recognizing and selling to different behavioral styles and personality types. ● Identifying your own behavioral style and personality type. ● Strategies for selling to different buyer personalities. ● The importance of after-sales follow-up to maintain relationships.
FAQs
- 1. Who should attend the Professional Selling Skills course?
This course is designed for sales professionals at all levels who want to strengthen their selling skills, improve customer interactions, handle objections more effectively, and develop a structured approach to closing sales.
- 2. Do I need previous sales experience to attend this course?
No. There are no formal prerequisites for the course. Both new and experienced sales professionals can benefit from the training.
- 3. How long is the Professional Selling Skills course?
The course is a 2-day training program designed to provide comprehensive coverage of professional selling techniques and practices.
- 4. Is the course available online?
Yes. The standard delivery is in-person classroom training, with Virtual and In-House Training options available upon request.
- 5. What language is the course delivered in?
The course is delivered in English.
- 6. How many credits does the course provide?
The course provides 16 credits / training hours.
- 7. What are the main skills covered in the course?
The course covers professional selling skills, sales questioning techniques, active listening, customer needs analysis, features and benefits, objection handling, closing techniques, buyer behavioral styles, sales mindset, and follow-up strategies.
- 8. Will I learn how to ask better sales questions?
Yes. The course introduces the OPEN Question Selling Technique, which covers Operational, Probing, Effect, and Nail-Down questions to help sales professionals better understand customer needs.
- 9. Will the course teach active listening?
Yes. Listening is a key component of the training. Participants will learn how effective listening can help identify customer requirements and improve the overall sales conversation.
- 10. What does FAB mean in professional selling?
FAB stands for Features, Advantages, and Benefits. The course teaches participants how to distinguish between these concepts and focus on benefits that are relevant to individual customer needs.
- 11. Will I learn how to handle sales objections?
Yes. Participants will explore different types of sales objections and learn the APAC Objections Handling Model, including strategies for addressing common concerns such as price.
- 12. Does the course cover sales closing techniques?
Yes. The course includes nine closing techniques designed to help participants confidently move sales conversations toward an appropriate conclusion.
- 13. Will I learn how to sell to different types of buyers?
Yes. Participants will explore four major behavioral styles and different personality types and learn how sales approaches can be adapted to different buyer characteristics.
- 14. Does the course cover sales mindset?
Yes. The Professional Selling Mindset module covers developing an effective sales mindset, visualizing the sales process, handling rejection, and understanding your product or service thoroughly.
- 15. What is the “more No’s” approach?
The “more No’s” approach is presented as part of the course's sales mindset module and focuses on developing resilience and maintaining productive sales activity despite encountering rejection.
- 16. Will I learn about after-sales follow-up?
Yes. The course covers the importance of after-sales follow-up for maintaining customer relationships and supporting ongoing engagement.
- 17. Are there practical activities during the training?
Yes. The course includes practical activities, including an exercise focused on identifying the characteristics of an effective salesperson, along with techniques and scenarios related to questioning, objections, buyer types, and closing.
- 18. Will I receive course materials?
Yes. Participants will receive a course manual containing presentation slides and reference materials.
- 19. Will I receive a certificate after completing the course?
Yes. Upon successful completion, participants will receive a Course Completion Certificate.
- 20. What will I be able to do after completing the course?
You will be better equipped to understand customer needs, ask effective sales questions, listen actively, present customer-focused benefits, handle objections, adapt to different buyer types, use closing techniques, and maintain relationships through effective follow-up.
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