MODES ® Selling from Trend MODES ® Selling will create structure, consistency and

confidence for your sellers to win new business, retain existing

customers and win against your competitors.

‘Trend’ performance improvement

selling skills have been developed,

practiced and proven.

We help to build and implement what's next for your business

to succeed.

Welcome to our open development programmes

Find Win Deliver Evaluate Retain Repeat

Structured and adaptive sel l ing method:

The training given has been seen to be effective for sellers in diverse roles and markets with varying experience. Performance improvements showed a consistent upward Trend with ongoing coaching.

Call us to discuss what’s next: +61 (0) 457 324 050

Ask for information: clynch@trendconsulting.com.au

Take a look and find out more: www.trendconsulting.com.au

Sell using MODES ® Selling How to be the best seller. How to

deliver the most viable solutions. How

to instill confidence in clients and

colleagues. How to win more business,

more often with stable margin. How to

ensure that you satisfy the selection

criteria. How to explore and highlight

unrealised needs. How to identify

business performance gaps. How to

ensure that your clients sees them too.

How to present hazards of rejecting your

solution. How to evade buyer counter-

measures. How to defeat other sellers

who use inefficient models and methods.

How to be the seller that the buyer

needs to see and the seller that you

want to be.

Partnership selling can separate your organisation from your competitors and grow your bottom line with greater effect than any other available performance improvement methods.

Your customers are seeking partners with the expertise equivalent to their own. Consultative selling is an expectation. Partnership solutions are the differentiator that Trend can provide.

Use MODES ® Selling to understand why your organisation has been selected to offer a solution, to help your customer to recognise the true extent of their needs, the underlying deficiencies within their organisation and how you can surpass ‘solutions’ and assist them to grow their business and revenue.

Eliminate price, discounts and other cost issues early so your offering, and

how your customer will gain, is the main focus.

Highlight the value to your customer and how their needs are implicitly

satisfied by your proposal.

Measure your own performance against a structured method for selling

needs analysis to check gaps and create your successes.

Who should attend?

Business leaders, team leaders, group managers, sales managers and specialists, technicians and engineers, project managers, field sales and telesales, senior administration staff responsible for business development, selling and marketing support

About the course

MODES ® Selling is delivered over a three day programme that includes

an engaged facilitator lead open forum. All sellers are involved from the

outset and will contribute throughout. Discussion of presented methods

and their applications, group exercises, role play and observed practice of

learned skills all serve to develop this selling skill.

Day 1:

• Selling skills role play: Assessment of latent selling style and skills

• Be an efficient record keeper

• What is developing rapport, how to develop rapport and relationships

• What is selling and what motivates people to buy?

• How do customers make selection decisions?

• What is ‘needs analysis’ and why is it necessary?

• MODES ™ Selling structured needs analysis model

• Discovering, exploring and explaining presented needs

• Selling skills role play: Why am I here? #1

About the course

Day 2:

• Selling skills role play: Who are you? #2

• Discovering, exploring and explaining underlying needs

• What if I choose to do nothing? The effects of non-action.

• Communicating sympathetically

• Sell, don’t tell – stop ‘feature-bashing’.

o Features, Purpose and Benefits – what are they and why are

they critical to your success?

• Selling skills role play: solving the problem at an agreed cost whilst

retaining your margin

Day 3:

• Objections and buying signals: how to spot the difference and

manage them

• Buying motives and how they support selection criteria

• Customer commitment: when and how to seek and keep it

• Selling skills role play: MODES ® Selling

• Understanding your selling style

• Sales based clichés and the truth hidden therein

• What you can do next to succeed.

Behaviours determine success

There is extensive evidence from many sources, academic and

anecdotal, that our behaviours determine our success. In essence,

how efficiently we present our skills will directly and proportionately

When you attend any professional development or learning experience, you also hope and expect that it will include a preliminary analysis of what is needed, why and how it is hoped to contribute to the success of your organisation and the people involved.

Significantly we do not deliver this as an ‘off the shelf’ product as others will. We have an interest in the specific aspirations, personality and experience of your sellers, just as you do. We take the necessary time to ensure that we consider the preferred learning style and methods of your sellers, so they get as much as possible out of the learning and development programmes they attend.

All performance improvement development from Trend is based on thorough and collaborative planning. This will always include how we will support your business and your people. Each individual will have different learning needs and aspirations from their training that will be catered for.

An organisational Training Needs Analysis, that will include each team member, will highlight all training needs when added to your own performance reviews.

Training planning and follow up

Who can change?

We have no expectation that we can change people or who they

are; we do expect that they can change themselves.

What next?

Following every training programme each attendee will be accompanied either externally (in field) or internally (telesales, meetings and presentations etc...) by an expert coach. This will typically be the same trainer who lead their previous performance improvement programme.

The gains made in any training are not only from what is learned during the training, it is as important to assess what has been applied, remembered and for the necessary adoption of trained methods to be effective.

Course Registration: 8:30 am

Course Commencement: 9.00 am daily

Course Conclusion: 4.30 pm daily

Break Times Customised to suit participant requirements

Customised Approach: The course times advertised act as a guide and may modify slightly depending on the depth of interactive class discussion and case analysis.

Course Outline: Trend reserves the right to alter the venue and/or instructor(s).

The course outline/details advertised are to be used as a guide only. The outline/details advertised may be changed at any time during the course delivery.

Course Suitability: If clarification is needed for course suitability/relevance, please contact us.

Dietary requirements, access needs and adherance to all non-discriminatory practices will be addressed closer to the scheduled course dates.

NB: Catering at additional cost

Housekeeping

Tell us about you:

My details:

Name: ____________________________________________

Job title: ____________________________________________

Business Name: ____________________________________________

Address: ____________________________________________

Post code: _________________

Phone: (direct) ____________________________________________

Mobile: ____________________________________________

e-mail: ____________________________________________

Tell us about why you need Trend to help you to find what’s next for

your business to succeed:

______________________________________________________

______________________________________________________

______________________________________________________

______________________________________________________

I would like more information about what to do next on:

! Marketing, lead generation and prospecting

! Telephone appointment making

! Auditing customer circumstances and needs

! Relationship management: development and retention

! Structured needs based solution selling

! Proposal design, content and matching to customer expectations

! Transactional analysis: testing understanding

! Recognising and qualifying the buyer

! Establishing and maintaining rapport

! Understanding the customer buying cycle

! Assessing the customers buying method

! Forecasting accurately

! Objections and buying signals: spot the difference and how to

handle them

! Negotiation skills

! Account development

! How to win your competitors customers

! Presentation skills

These are all available as classroom and field based modular training

programmes.

What’s next?

Do you need to change how you take your business to the market?

Do you need to improve the skills, behaviours and performance of your business development team?

Do you need to ‘up-skill’ your sales leaders?

Do you need to review your business development strategy to make sure it fits with your aspirations and objectives?

So, what’s next is to contact Trend directly to discuss how your business can win more, more often.

Colin Lynch

Founder and Managing Director

Tel: +61 (0) 457 324 050

Fax: +61 (0) 8 6323 1193

e-mail: clynch@trendconsulting.com.au

web: www.trendconsulting.com.au

Address: Level 3, 267 St Georges Terrace. 6000