By: Deakon  09-Dec-2011
Keywords: Sales Training, Time Management, Skills

Sales Training Overview 

Fear – The Art of Selling ®

This comprehensive sales training program is the culmination of over seven hundred hours of development in Australia and designed specifically for B2B sales professionals & organizations that want to grow their existing client base and increase revenues.

The material presented in the sales training program provides a repeatable process to identify, investigate, develop, negotiate and close new business opportunities.

Who Should Attend The Sales Training Program?

  • Sales Professionals
  • Sales Managers
  • Support Staff

Length of Sales Training Program

Fear – The Art of Selling ® is delivered over eight (8) half day sessions (one per week) or two by two (2 x 2) full day sessions. Class sizes are limited to small groups of 12-16 participants to maximise the learning experience and encourage equal participation by everyone attending the sales training program.


The full sales training program addresses a variety of topics including – planning skills, prospecting & cold calling skills, business writing skills, communication & listening skills, investigation & development skills, presentation skills, negotiation skills, closing skills and general  time management & problem solving skills.

Value To Our Clients

  • Grow sales pipeline
  • Increase gross revenue
  • Produce more consistent sales numbers
  • Improve profitability (minimize price erosion)
  • Maximize deal size
  • Improve competitive win-rate

Learning Outcomes

  • Identify the unique characteristics of prospects who are truly predisposed to buy from them.
  • Clearly define and articulate value statements that communicate the tangible & in-tangible business benefits their product, service or solution delivers to a prospect.
  • Write prospecting / introduction letters that focus on specific members of the DMU and will prompt a positive response.
  • Make a friend of the gatekeepers to get connected to the right person.
  • Employ effective cold-calling techniques to turn rejection into a positive outcome.
  • Identify a prospect’s preferred learning style and use specific sales techniques to communicate more effectively with them.
  • Become a better listener and use non-verbal communication techniques to speed up the rapport building process.
  • Set clear objectives for a sales call and qualify if a prospect is truly predisposed to buy from you.
  • Use proven questioning techniques to uncover sales opportunties.
  • Demonstrate value to prospects to obtain commitment.
  • Use advanced negotiation principles & tactics to achieve set goals.
  • Limit objections from arising and defend any that do with confidence.
  • Quickly build a sales funnel and close more sales.
  • Improve their time management skills.   

Keywords: B2b Sales, Cold Calling, Learning Experience, Sales Training, Sales Training Program, Skills, Time Management

Other products and services from Deakon


Sales Training Workshops / Corporate

Fear – The Art of Selling ® has been designed to cater for the training needs of most organizations however, Role Plays & Group Activities can be tailored to meet the specific needs of a sales team. Deakon also run Corporate Sales Training Workshops for larger teams of salespeople either on their own premises or at a suitable training venue of the organisation’s choice. Unit 1: B2B-S301A Planning Skills.


Sales Recruitment / Job Seekers

At myfirstsalesjob ® we select candidates from a wide range of different backgrounds looking to progress their careers into the professional business-to-business B2B sales arena. If successful in our assessment processes, you are in a great position to embark on your new sales career path with one of our impressive list of clients.


Sales Recruitment / Employers

Not only are our clients frustrated with the lack of availability of quality sales staff that have the skills, drive and commitment to succeed in a sales career, but they are also frustrated with traditional recruitment agencies who do not understand their needs. Myfirstsalesjob ® offers a real alternative to traditional sales recruitment agencies.


Sales Recruitment

The Sales Recruitment division was established to help our clients source suitable graduates, career changers and people re-entering the workforce who not only want to become professional B2B salespeople, but who also possess the raw talent & drive to be successful. Once a successful job placement is made with the client and following the completion of an agreed trial period, we provide the appointee with extensive professional sales training.


Sales Training Courses / Public Access

They are aimed at individuals who wish to develop their sales skills, or companies who have a specific need to train one, or more people, but who don’t wish to run the sales training course in-house. Attending a public access sales training courses is also an ideal way to preview Fear – The Art of Selling ® before you roll the sales training course out through your entire organization.


Sales Training Seminars / Introduction

To assist in the evaluation process of a suitable sales training program for corporate clients, Deakon offer short Introduction Sales Training Seminars based on Fear – The Art of Selling ® on request. It is not possible to include all of the elements of the complete thirty hour plus sales training program however ample material is delivered in the timeframe to make an informed & educated decision.


Sales Recruitment / Assessment Process

Our screening and assessment processes have been designed to find individuals with the skills, aptitude and drive required to launch a successful career path into sales. Those candidates who best meet our requirements will progress through the various stages of the screening and assessment processes.