General sales skills workshop

 

A practical sales skills workshop for teams selling professional services or technical equipment

Whether you’re a business owner, senior leader, technical specialist, or sales rep, business development is part of your role. This half-day sales skill reset is the infusion of strategy and energy your team need to succeed.

Businesses boosting their team’s sales skills with me

 

STELLAR RECRUITMENT

TURBOCARE

GUTTER SOLUTIONZ

This workshop isn’t only for sales newbies.
It’s a valuable reset for anyone who needs a sales lift.

 

New Salespeople

Start your sales team off right with a solid introduction to Sales 101. Learn what sales is, why process matters, how sales and marketing work together, and what essential sales activities you need to do every day.

People who need a refresher

Are your sales team asleep at the wheel? People who’ve been in sales for a while often develop bad habits and start coasting. If your sales team isn’t performing at the level you’d like, this is the boost they need.

This is for you, if sales aren’t going as well as you’d like

After lockdown, everyone wanted to spend up large, and salespeople became order takers. But the last 18 months have been tough.

The phone isn’t ringing anymore, and salespeople have forgotten how to go out and hunt. Maybe you’re worried about the future and concerned about how you're going to grow in an increasingly competitive market.

A lot of businesses are simply surviving until the tough times pass. But sod surviving. Get your sales house in order and get ready for take-off instead.

 

“Ian Cartwright came in to run a Sales Workshop for Livestock Visibility Solutions. The clarity that lan was able to bring has been game-changing for our business. We will be taking lan up on his ongoing coaching.

Cannot recommend highly enough.”

Richard Appleby, Livestock Visibility Solutions

 

Three great results from this sales Skills workshop

 
 

1. Build a positive sales culture

Bring your whole team together. Spend time working collaboratively. Create a positive team culture, where everyone takes responsibility for sales, because without sales, your business doesn't exist. 

2. Reset and re-energise your team

Establish a common understanding that everyone's in sales. After this workshop you’ll have an engaged, enthused team who understand sales fundamentals and know how to work together to grow sales.

3. Get in front of your customers

Give your sales team the confidence and motivation to spend more time out building relationships with your customers, instead of hiding behind their computer comfort blankets at their desks.

 

“We did a sales session with lan Cartwright. Our team learnt more on how our solutions should be tailored to our customers’ actual needs so they can get their desired outcomes.

Great session! We highly recommend Ian, thank you!!”

Ben Pay, Group Commercial Manager, The Connectivity Group

This workshop covers five sales essentials

 

  • When your team realises sales is problem solving and develops a solution-focused mindset, your customers will buy from you. You won't have to sell.

  • Once you understand the relationship between sales and marketing, your team will be truly collaborative. Even better, you'll be able to work more with customers you really want to work with, because all your sales and marketing efforts will appeal to them. 

  • When your team learns what effective sales activities look like, they’ll start doing the right things, in the right place, at the right time. And when they do that, your sales will look after themselves. 

  • Once your team understands what it means to plan properly, they’ll make time for the things that matter. They’ll spend more time with your customers, making their lives easier, and growing your sales. 

  • When your team knows how to manage key accounts, they’ll learn how to tailor your solutions to really meet your customers’ needs, and you’ll see more business from your existing customers. 

“Both our Australian and New Zealand team members at Stellar Recruitment have been fortunate enough to participate in Ian's sales coaching and found them insightful and engaging. We have already implemented some of the insights that were covered in the sessions. Ian's knowledge base, tips and resources, and interactive delivery method left our team enthusiastic and motivated. Whether you are an individual looking to grow your skillset or a business looking to upskill your team, I would highly recommend Ian.”

Stellar Brisbane

This workshop is interactive and hands-on

There’s time for people to share their sales challenges and what works for them. And there are practical exercises where your team put their new skills into practice together. But I want to reassure you there won’t be any chanting kumbaya, or shoulder massages. We keep it Kiwi.

Collaborative exercises include:

  • Telling your success stories.

  • Techniques to start sales conversations.

  • Making a start on planning your sales activity.

  • Unpacking what it is you really do to help your customers.

 

Transform your team’s approach to sales

 

At the beginning of every sales workshop, I look around the room. People are anxious. Their arms are folded. They don't want to be there. 

I say, “Strap yourselves in folks, because in half an hour this'll be a whole lot easier.” And sure enough, 30 minutes in, you see everyone start to loosen up, relax, and enjoy the ride. Happens every time. 

By the end of the workshop, people are fired up and fizzing, making lists of things they want to implement. Most importantly, they're re-engaged with the idea of sales, keen to get stuck in, and do the work.

 

“We were referred to Ian to upskill our already amazing sales team.

Ian had the team fully engaged and excited to be part of the event. More than happy to recommend Ian to any business wanting to upskill in their field.”

Glen Kelman, Managing Director, Kitchen Concepts

We plan your sales workshop together

Your sales workshop investment 

Half-day sales workshops cost $4,500 + travel and accommodation + GST

Payment is 50% upfront, and 50% after the workshop, plus costs.

 

Step 1: Schedule a quick call

In this 30-minute get-to-know-you call, I’ll ask you what you want to achieve from a sales workshop, and what sales problems you’re trying to solve.

Then I’ll tell you whether I reckon this workshop will help you or not. 

 

Step 3: Sales workshop

Your sales workshop is four hours long. You provide the coffee and buns. I cover five sales fundamentals, tailored to your needs.

Your team gets a handy workbook to help them work through the exercises and take notes. 

Step 2: Discovery meeting

We get together, you, me, and any key stakeholders. I’ll ask a few questions so I can tailor your workshop to your needs. You don’t need to do any prep. 

Pro tip. If you’ve a few experienced salespeople who probably think they don't need this workshop, invite them to the discovery session and get them involved early, so they’re part of the process.

 

Step 4: Summary report & sales resources

After your workshop, I send you a summary of key learnings and recommendations from the session, along with a toolkit of sales resources. 

 

“I’ve attended numerous training days Ian, and I can honestly say yours was one of the best.

Great practical advice that our teams at Osflo Fertiliser and Spreading FBT can build on.”

Mel Sorrensen, Group Business Development Manager, Osflo Fertiliser Limited and Spreading FBT

Sales workshop FAQs

  • If you know you sell more when you’ve a strong relationship with your customers, and they trust you as an expert, this workshop is for you. 

    I've held this workshop with legal firms, recruitment consultants, building companies, and enterprise software specialists who wanted to up their sales game. It’s ideal for anyone selling professional services, high-value technical equipment, or working in B2B sales. The only salespeople it won’t work for are those in retail sales.

  • Yes. The sales fundamentals I teach in this workshop work for any B2B sales team, professional services business, or anyone who sells high-value technical equipment. Your pre-workshop discovery session ensures your workshop is tailored to fit your particular needs. 

  • The workshop is a reset, where you establish a common understanding that everyone's in sales. After the workshop, you’ll reap the rewards of a newly engaged, enthused, energised team who understand sales fundamentals and know how to work together to grow sales. 

  • Yes. I run full day sales workshops as well. Talk to me about what you’d like. 

  • Yes. You can book a series of follow-up accountability and coaching sessions, where I continue to upskill your team, and coach them through taking essential sales actions, while they use me as a resource and a sounding board. 

    If individuals on your team need further sales development, I'm currently developing a Practical Sales Academy for exactly this — watch this space.

What can you do after your sales workshop? 

 
 

The Practical Sales Academy

An affordable way to offer your team ongoing sales development and support. If you book a sales workshop, you get a 15% discount code. 

The 6 Fundamentals of Sales Know-How

Buy your team a copy of the how-to sales handbook for new B2B salespeople and small business owners. As sales workshop alumni you get a 20% discount.

Accountability & coaching sessions 

I continue to upskill your team, keep them on track, and coach them through taking essential sales actions, while they use me as a resource and sounding board. 

Schedule your get-to-know-you call

 

Give your team the sales skills reset, and infusion of energy they need to succeed and grow your business in these challenging times.