Many business owners, customer service teams, and retailers hate to think of themselves as ‘salespeople‘ when, in fact, business success largely depends on your ability to manage the sales conversation with structure and confidence.
This course is designed for small business owners, service providers, and professionals who need to guide customers toward confident buying decisions without feeling pushy. It‘s perfect for solo operators, marketing staff, retailers, and anyone who wants a simple, proven framework to turn everyday client conversations into successful sales.

What You Will Learn:

The Systematic Sales Framework: Master a proven, step-by-step approach from initial contact to a confident close.

Effective Questioning & Needs Discovery: Learn how to uncover secondary buying motives and the real issues customers hesitate to mention.

Features vs. Benefits: Present your offerings in a way that clearly demonstrates immediate value to the buyer.

Communication That Converts: Identify key habits and techniques that build instant rapport and prevent lost sales.

Handling Objections & Closing: Navigate price discussions smoothly and finalise sales without awkward pressure.

This course is conducted online with a one-to-one support from the tutor. Enrol anytime!
No concession.

Agenda

Course Topics:

- Understanding the sales process
- Qualities of a successful sales professional
- Buying triggers “Moments of truth“
- Meet and greet: Building genuine trust and rapport
- Qualifying and establishing customer needs and wants
- Identifying primary vs. secondary buying motives
- Recognizing key decision-makers (they aren‘t always who you think!)
- Matching sales solutions to customer needs
- Demonstrating products and services effectively: Translating features into irresistible benefits
- Performing a client “reality check“ / trial close
- Closing the sale: Negotiating price and addressing hesitations
- Upselling and onselling
- Following up for long-term customer value

Tutor Profile:

Liz Paine is a people development specialist with an extensive history in coaching training and as an organisational development, human resource management and communication specialist. Although her experience in business management is vast and varied, Liz particularly loves her roles as workshop facilitator and leadership coach.

Liz‘s says she gets the biggest buzz from tapping into the potential of others and helping her clients to achieve their career or business goals.

Liz began her career as a drama teacher and applies this creative background to her approach to training so her workshops are always full of interesting activities. Her enthusiasm for participatory style workshops plus her ability to ensure there are always successful outcomes for all participants make her a sought after management consultant, leadership coach and training facilitator.

Liz is equally at home working with young people beginning their career as she is with senior executive staff. Through her two companies: “Learning Insight“ and “The Occasional Speaker“, Liz offers an extensive and diverse range of professional development programs focusing primarily around interpersonal communication, leadership, customer service and business communication.

Today Liz‘s clients include industry associations, both large and small private enterprise, government departments, Industry Training Advisory Boards and private training providers. Liz has developed and delivered training programs for organisations such as The Marina Industries Association of NSW, The NSW Boating Industry Association, Marine Queensland, Toyota Motor Corporation, St Josephs Family Services, various city and regional Councils, The Skilled Group, The National Safety Council of Australia, Principals Associations and schools, National Parks and Wildlife, and international training colleges (and of course one of her particular favourites: Macarthur Community College) . to name just a few.

Materials

Computer with internet access. The tutor, Liz Paine will contact you by email once she is notified of your enrolment.

Venue

This course is conducted online.