Melbourne Sales Training. Build Your Pipeline & Close More Deals.

INTRODUCTION

Get ready to soak up wisdom from Luigi, a sales guru with over 20 years of experience, and David Fastuca, a business builder who’s spent 25 years honing sales systems. In this module, we cover why we are qualified to teach you and what you can expect through the program.
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Building the Mindset for Success

These modules will teach you to focus on the activities you can control, ditch the quest for perfection, and remember that your self-worth isn’t tied to outcomes. With the right habits, you’ll build an unbeatable sales mindset, and we’ve even included a handy habit tracker template for you!
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Sales First Principles

In these modules, we’re going to explore the difference between being reactive and proactive - it’s like the difference between panning for gold and waiting for it to fall in your lap. Plus, we’ll touch on some of the best practices that will make you thrive in the sales world.
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Building Rapport

We’ll start with the basics of why establishing connections is so crucial, then move on to more effective communication strategies. We’ll share how active listening and body language can strengthen relationships. Plus, we’ll delve into how you can build trust with your clients.
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Sell the way your customer wants to buy

Ready to tailor your sales style to meet your customer’s needs? In these modules, we’ll dive deep into DISC  to help you understand and sell to each style. Plus, we’ve included a handy DISC Assessment & Report tool to help you refine your approach and hit it out of the park every time!
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Consultative Selling Methodology

Now, we’ll delve deep into key skills like acknowledging, questioning, confirming, responding, and checking. These techniques will help you engage with your customers in a more meaningful and effective way.

Define Your Target Market

Now, it’s time to zero in on your target market. We’re going to help you craft an ideal customer profile and a buyer persona that really converts. Not sure what to include? No worries, we’ve got you covered with templates and coaching to make your buyer persona and ICP really shine.
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Building your Sales Plan

We’ll cover everything about why you need a sales plan and what needs to be in it. And don’t sweat the details - we’ve included some handy tools like a Sales Calculator and a Sales Plan template to make it a breeze. Let’s build this plan together and nail your go-to-market!
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Developing a Sales Process

It’s time to wrap up everything you’ve learned so far into a solid and winning sales process. We’re going to dive into creating both outbound and inbound process maps. These tools will help you manage your sales more efficiently, helping you to save time and build more pipeline.
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Create Your Message Framework

In these modules, we’ll guide you on how to create an effective message framework that speaks directly to your customers. Let’s get your message across in the most impactful way and break through those spam barriers!
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Power Prospecting Process

It’s time to master the art of prospecting! In these modules, we’ll cover winning strategies for email (including how to use the latest tech for crafting and grading emails), making calls, creating cadences, and using video. Plus, we’ll even help you define triggers with a handy worksheet.
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CREATE YOUR PROSPECTING LISTS

In these modules, we’ll explore how to use tools like Sales Navigator for list building and dive into data enrichment techniques to make sure you’re reaching out to the right people.
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CREATE YOUR PROSPECTING LISTS

Now, we’ll help you identify where your audience is, revamp your LinkedIn profile, and create content that resonates with your target market. It can be daunting, but with the right coaching, elevating your brand will help make you a go-to expert and make it even easier to generate more sales.
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Managing your first call [Discovery]

Ready to ace your sales calls? In these modules, we’ll guide you on how to effectively plan your call, the questions to ask, and provide a discovery qualification framework to ensure you’re fully prepared.
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Post Meeting Process

In these modules, we’ll delve into the important steps to take after a meeting, helping you understand how to process and use the information gathered during your discovery effectively. The goal is to ensure every meeting pushes you closer to your sales goals.
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Building & Presenting Your Proposal

It’s critical to present your solution in the most compelling way. In this module, we’re providing a proposal presentation template to help you effectively communicate your solution to the customer. Make your presentations as powerful as your solutions.
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Managing Objections

In these modules, we’ll cover everything from handling objections with a handy scorecard, dealing with stalled deals, pacing the first objection, and managing various types of objections. We’ll also guide you on setting follow-up calls and using pre-close reframes.
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Insight Led Nurturing

Now we’ll explore why nurturing is crucial and how to do it effectively using insights to educate without direct call-to-actions. Plus, we’ll delve into why “never follow up” could be a game-changing strategy.
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Follow Up & Pipeline

Next, we’ll discuss pipeline setup, the “Re-Offer” strategy, misconceptions around it, and a leadership-based follow-up approach. Plus, we’ll touch on how to handle call appointments and no-shows.
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Asking Skilled Questions [Advanced]

In this advanced module, we’ll cover everything from understanding the pain points of your customer to asking background, doubt, financial, and solution questions. We’ll explore how to approach consequence & cost questions along with vision & desire questions.