Authentic Selling Program - What's Included?

The perfect sales training program for industries that require advanced consultative selling skills.

Examples of industries that benefit include:

  • Insurance sales
  • Hospitality and tourism sales
  • Medical sales
  • Luxury and high-value product sales e.g. cars, boats,
  • Service solutions focused sales e.g. software, IT platforms and services    

Authentic Selling program is based on a number of skills and behaviors that motivate and enable success in selling.

There are seven training guides within the complete program.

With three purchasing options:

  1. You can secure the entire program at a discounted price
  2. Purchase each training guide individually as and when you required, or
  3. Pay by six instalments and receive the full training guide split over six months

For more information on what's in each training guide and what it will achieve for your team, read on: 

Training Guide 1 - Unleash the sales drive, determination and motivation of your team! 

Selling is a contact sport, you can expect a few knocks. You need a certain level of mental toughness and unending optimism to make it in sales.

It's important you first create a mind-set for success in your sales team, before introducing new selling skills and techniques.

  • Success = Skills x Motivation.

All the skills in the world are wasted if your team lacks motivation.

This training guide focuses on helping your team get excited and motivated to sell! You'll receive all the latest tools and techniques to enable your team to:

  • Identify creative solutions to help them achieve greater sales
  • Unleash unprecedented levels of motivation and drive
  • Pinpoint which  limited thinking patterns are holding them back and learn how to overcome them
  • Exit the Red Zone - the zone of pain and excuses for why they can't achieve greater sales
  • Enter the Green Zone - the zone of opportunities and solutions for how they can achieve greater sales
  • Shift their focus to the present, away from the pain of previous sales failures or the fear of future sales losses


  • 8 interesting stories to explain concepts and add variety to your training
  • 5 awesome illustrated hand-outs which can also be blown up and used as posters
  • 9 group exercises to help convey key learning's and to add energy and fun to the training
  • 4 individual exercises for each team members self-awareness, personal growth and development
  • 3 action plans to help them move forward

Training Guide 2 - Develop proactive selling behaviors to ensure a steady stream of sales even during quiet periods

Great consultants don't wait for sales, they plan for them.

In this section we provide tools and techniques to enable you team to:

  1. Identify which selling behaviors are proactive and which are reactive
  2. Commit to demonstrating more proactive selling behaviors and develop strategies to do so
  3. Learn how to focus on the sales account (the life time value of the customer) and not just the sales event
  4. Learn quick and easy ways to maintain and nurture existing relationships, in order to bank future sales
  5. Develop a plan to reengage and connect with existing clients.
  6. Know how to structure their week and work to a structured weekly plan
  7. Understand all other tasks that need to be completed besides selling, and fit these into the most appropriate time slot during their week
  8. Know how to plan for sales during quite periods
  9. Learn how to maximize sales during busy periods
  10. Establish, grow and work a loyal customer database that seeks them out in the first instance whenever they have a purchasing need


  • 8 interesting stories to explain concepts and add variety to your training
  • 6 hand outs that capture key sales planning concepts team members can use as quick reference guides
  • 13 group exercises to help convey key learning's and to add energy and fun to the training
  • 7 individual exercises for each team members self-awareness, personal growth and development
  • 4 action plans action plans to help them move forward

Training Guide 3 - Improve customer engagement with advanced communication and influencing skills

In this section we provide tools and techniques which will enable your team to:

1.    Understand the importance of awareness and adaption in building rapport and forming lifelong partnerships
2.    Understand how to quickly build trust through the 'Playground Rule' and by playing to the shopper ego
3.    Understand that clients have different personalities and learn how to adapt to each one
4.    Be able to identify their own natural personality style and the strengths and limitations of it
5.    Be able to build rapport with all clients regardless of their background and personality
6.    Learn how to grow their business through the ripple effect
7.    Understand customer buying motives, and learn techniques to bridge the gap between the customer's desired future and their current reality
8.    Be able to apply quick and easy techniques for building rapport with all customers 


  • 3 stories
  • 2 hand-outs
  • 4 group exercises
  • 1 individual exercise  

Training Guide 4 - Personalize client solutions and deliver impactful presentations

In this section we provide tools and techniques which will enable your team to:

  1. Have a clear understanding of what drives customer purchasing decisions
  2. Understand how we each have different preferences in how we like to receive information and make decisions
  3. Tailor their language to each shopper personality
  4. Use three simple questioning techniques equipping them to quickly identify the best possible solution for each customer
  5. Develop strategic questions for all key categories that enable them to:
    1. Find out about future purchases the customer may have in mind
    2. Plant the seed for additional products 
    3. Open the customer up to explore products with additional features and technology
    4. Learn what the customer values most, so they know whether to emphasize value or quality (you'd be amazed at how many sales people just assume the customer wants what's cheapest)
  6. Learn how to build rapport and trust through supportive questioning techniques
  7. Understand the skills of empathetic listening and assess their own listening competence 
  8. Learn how to quickly and easily personalize solutions to each client
  9. Develop and tailor their presentation styles to each shopper personality, including tailoring their language for each one
  10. Apply 5 simple powerful demonstration techniques to maximize customer interest and engagement 
  11. Deliver impactful presentations and sales pitches in half the time


  • 4 stories 
  • 7 group exercises
  • 4 individual exercises
  • 5 templates

Training Guide 5 - Maximise the value of every sale

In this section we provide tools and techniques which will enable your team to increase average sales value. Sales professionals will:

  1. Change their perception of add-on sales and start looking at them as ideas and options that can actually enhance a client's purchase and benefit them in the long run; rather than seeing them as something they must offer in order to increase their average sales per transaction KPI
  2. Identify what LTP's are holding them back from offering additional products to their clients
  3. Learn how to start assessing which additional products/services are suitable for each client early on in the consultation, and 
  4. Learn how to position them
  5. Identify which products/packages they repeatedly sell (their product preferences), and get interested in other products and packages, so they sell across the range 
  6. Learn the most effective way of positioning higher valued products and packages 
  7. Learn when and how to position the next step up through the technique - Equalize then Separate.  
  8. Use add-ons and upsells to plan for future sales with existing clients


  • 3 stories
  • 1 hand-out
  • 4 group exercises
  • 2 individual exercises 
  • 7 templates

Training Guide 6 - Learn creative solutions to overcome selling road blocks

A lot of sales people take objections personally. They find it hard to move beyond them and get stuck in a rut. Great sales people are able to take learning's away from each interaction, refocus and reframe. Poor sales consultants relive every rejection over and over again. They turn these objections into excuses for why they can't achieve their sales targets time and time again. Interestingly enough though, what we found from our study of multi-millionaire sales people, is that the more successful they were the fewer objections they had. In fact some had no objections whatsoever. 

There could be two reasons for this:

  1. They spend a lot of time qualifying the customer first
  2. They don't view objections as objections, but rather a point they need to clarify

Objections are just opinions, get curious in them.

In this section we provide tools and techniques which will enable your team to:

  1. Identify secondary objectives
  2. Learn how and when to make concessions
  3. Change their perception of objections as mere opinions we can either ignore or get curious about
  4. Learn how top sales consultants avoid objections altogether 
  5. Identify their own early signs of defensiveness when a customer raises a concern about a product they've presented 
  6. Learn simple techniques for building rapport and enhancing trust once a customer voices a concern
  7. Identify the differences between objections and excuses 


  • 3 stories
  • 3 hand-outs
  • 1 group exercise
  • 1 individual exercise

Training Guide 7 - Confidently Close More Sales 

The best sales are the ones that close themselves, and most do with a bit of help from the sales consultant.

From our studies with multi-millionaire sales people we've found very few use a direct closing technique, or 'ask for the sale'. The majority of their customers close the sale themselves by deciding to make a purchase. This is best, as the product is then something they bought, as opposed to something they were sold.  The majority return to the same consultant time and time again, because they trust them not to sell them something, but rather to provide advice and consultation.

 In this section we provide tools and techniques which will enable your team to:

  1. Realize that not every sale is a good sale, and they need to qualify them first
  2. Understand the thoughts that occur when a customer's deciding whether or not to commit to a sale
  3. Feel confident helping a customer through that moment of hesitation 
  4. Apply a variety of techniques to help a customer make a purchasing decision
  5. Be able to tailor their technique to each customers personality type and the situation
  6. Use a variety of consultative closing techniques 


  • 1 story
  • 3 hand-outs
  • 2 group exercises
  • 15 indirect, subtle closing techniques

You don't need to spend thousands upfront and incur on going royalty costs to give your sales team the best training

For a one off investment of US$497 you receive the latest, innovative principles and skills of sales excellence, and:

  1. 250+ page facilitators training guide packed with tips, techniques and exercises 
  2. Professionally illustrated participant hand-outs
  3. 45 exercises that are engaging, impactful, original and fun 
  4. 15 action plans
  5. 20 hand-outs

There are numerous exercises, hand-outs, worksheets and action plans to reinforce key learning's and to form a complete learning solution. 

You can expect:

  • A fun, impactful, dynamic workshop that results in improved sales  
  • A team of willing participants that embrace the course and look forward to what is covered next
  • Content and exercises to be different to other courses you or your team have encountered
  • Training that brings about long-lasting behaviour change and improved results! 

Click, Customize and Deliver. It's simple and best of all, it's brilliant!

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