Sales Impact Masterclass

The purpose of this programme is to develop a sales process to retain existing clients and increase the amount of business we receive from them through a focused customer sales and service culture.


This programme delivers a systematic sales process that has been proven to increase sales for frontline salespeople and business owners.

Target Audience: Frontline salespeople, business owners who need to sell their product and/or services, self-employed professionals who need to market and sell their professional services.

The programme covers the five key areas of professional selling:

  • Goal setting and Planning
  • Time Management
  • Prospecting for business growth
  • Presentations
  • Sales Planning

We work to your time frame

This programme can be run over either

  • 4 x 4 hour workshops run over 4 days or 4 weeks
  • or 8 x 2 hour workshops.

Our trainers work with you in house and to your schedule.

Prior to commencement of the training each participant will complete a training outcomes form to establish key areas to be focused on and specific outcomes to be achieved during the course of the programme.

At the commencement of the programme each participant develops a personal sales goal to be achieved by the completion of the programme with a measurable outcome for them which gives a return on investment for the training costs.

Customised Sales Tools

All the tools contained within the programme will be customised to the individual’s personal style whether it is

  • phone guides for making appointments
  • or the key questions they will use in a presentation.

The tools are also customized to the particular product or service that the participating company sells.

Post training follow up and accountability

A challenge for many Sales Managers and Business Owners investing in training is how to measure the long term results of the training.

Programme participants are given assignments on completion of the course which need to be achieved within three months. These assignments reinforce the key skills and techniques which have been gained through the programme.

Assignments are reviewed after that 3 month period with the participant and his/her Manager.

A mentoring pack is supplied to the Sales Manager/Business Owner on completion of the programme to ensure ongoing personal development of the individual participants.

For Sales Managers

We encourage the Sales Managers to participate in the training programme as by doing this they gain a full understanding of all the tools and systems that their team members will be using.

Another major advantage of this is that they gain a full insight as to how their team members think and approach their sales.

Course Curriculum

Getting Started
Welcome! 00:00:00
Selling Concepts 00:00:00
Selling Concepts Quiz 01:00:00
Goal Planning
Introduction to Goal Planning 00:00:00
Optimism vs Pessimism 00:00:00
Optimists Sell More 00:00:00
The Sales Wheel 00:00:00
How and Why Goals Work 00:00:00
The Power of Goals 00:00:00
Goals Create A Stronger Mindset 00:00:00
Performance and Outcome Goals 00:00:00
Goal Planning Worksheet 00:00:00
Time Management
Introduction to Time Management 00:00:00
Identifying high pay-off activities 00:00:00
Time Blocking and To Do Lists 00:00:00
Handling emails 00:00:00
Procrastination and Delegation 00:00:00
How to maximise your selling time 00:00:00
Goals Planning/Time Management Quiz 01:00:00
Sales Interviewing
Introduction to Sales Interviewing 00:00:00
Best Practice Sales Process 00:00:00
Sales Principles 00:00:00
Personality Profiling 00:00:00
Transactional vs Consultative Sales 00:00:00
Pre-call Planning 00:00:00
Trust Factors 00:00:00
Premature Presentations 00:00:00
Unbreakable Rules of a Sales Presentation 00:00:00
The Power of Questions 00:00:00
Key Question Types and their Function 00:00:00
Client Problems Issues Grid 00:00:00
Background Questions 00:00:00
Scenario Questions 00:00:00
Return on Investment 00:00:00
Needs Analysis 00:00:00
Sales Interviewing Diagnostic Quiz 01:00:00
Planning a Sales Call 00:00:00
Pricing and Discounting 00:00:00
Dealing with Objections 00:00:00
Features vs Benefits 00:00:00
Presenting Your Solution 00:00:00
Closing the Sale 00:00:00
Proposals and Advancing the Sale 00:00:00
Sales Interview Appraisal 00:00:00
Sales Interviewing Prescriptive Quiz 01:00:00
Introduction – Prospecting 00:00:00
Your Suspect Profile 00:00:00
Networking and Elevator Introductions 00:00:00
The Benefits of Email Marketing 00:00:00
Optimizing Referrals 00:00:00
Optimizing Inquiries and Inbound Leads 00:00:00
Contacting a Referred Lead 00:00:00
Following up 00:00:00
Centres of Influence 00:00:00
Testimonials 00:00:00
Your Prospecting Plan 00:00:00
Prospecting Quiz 01:00:00
Client Management
Introduction – Client Management 00:00:00
Growing and Managing Your Existing Clients 00:00:00
Client Product Service Grid 00:00:00
Reasons to Contact Past/Existing Clients 00:00:00
Client Management Quiz 01:00:00
Final Assessment 01:00:00
Your Next Steps 00:00:00
  • $1,497.00
  • Course Certificate

Sales Impact specialises in sales systems and process training for business owners and salespeople across New Zealand.

0274 350 950

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