About the Advanced Program
why use us"Six decades of global sales excellence, trusted partnerships across Asia-Pacific, and proven consultative selling methodologies that transform sales teams into revenue-generating professionals who win."
Specialties
What our tailored programme looks like for your Business
Our programme has a building block mindest, the critial part is a solid foundation hence we mandate attending our SaleAbility module and to build on from there so the sales training programme has appropaite architiecture based on the needs of the company or individual.
Step 1. Assess Your Opportunity
Calculate what you're leaving on the table:
Current average transaction value × 25% = upselling opportunity
Current conversion rate × 20% = closing improvement potential
Current turnover rate × 40% = retention savings
Step 2. Pilot Program
Select 5-10 key employees for SalesAbility
Measure baseline metrics (transaction value, conversion, satisfaction)
Track improvements over 90 days
Step 3. 90 Day Improvements
Average transaction value: +20-30%
Conversion rate: +15-25%
Customer satisfaction: +30-40%
Employee confidence: +50-60%
SalesAbility Consultative Selling Skills Program
Step 4. Relating & Reinforcing
Benefits
- Guiding the decision maker through the knowledge stage
- Presenting features and benefits vis-à-vis the decision maker's needs and business concerns
- Reinforcing features and benefits using sales aids, visuals, and supporting data
Step 5. Obtaining Feedback
- Guiding the decision maker through the evaluation stage
Handling reactions to benefits effectively - Turning negative feedback into positive feedback
- Reading and interpreting non-verbal communication
Using feedback questions to reinforce understanding
Step 6. Gaining Commitment
- Guiding the decision maker into the final decision stage
Reading commitment signals accurately. - Using proven closing techniques to gain commitment
- Negotiating effectively to close the deal
- Conducting post-call evaluations for continuous improvement
All sales training candidates must complete the SalesAbility programme before participating in the advanced programmes.
About the Advanced Program
This represents the next level of the SalesAbility curriculum. Our High Impact Modules are intensive, interactive half-day workshops designed specifically for experienced sales professionals who have already mastered the fundamentals.
These advanced modules can be conducted individually or in tandem with other sessions to create a full-day experience. Each workshop utilises multimedia resources and features custom components tailored to address your specific organisational challenges.
Advanced Module 1
The Competitve Edge
- Preparing a comprehensive competitive analysis, including the total offering.
- Identifying your specific strengths and shortfalls relative to competitors.
- Developing strategies for leveraging differences to create competitive advantage.
- Overcoming competitive threats proactively and confidently.
- Mastering the timing of when — and when not — to raise competitive issues.
- Introducing and presenting competitive comparisons effectively.
Advanced Module 2
Allocating Calls According to Yield
- Determining expected values for each accounts using a proven expected value formula
- Sorting accounts into strategtic yield categories based on potenital
- Establishing optimal call frequencies for maximun return
- Checking the call budget against actual capability and resources
- Routing effectively to minimise travel and maximise face time.
Advanced Module 3
Implementing Account Strategies
- Differentiating clearly between strategy, skills, and tactics.
- Using strategies appropriately to penetrate complex accounts.
- Selecting from a range of effective strategies based on detailed account analysis.
- Establishing a coach or mentor for selling within the client organisation.
- Developing situational strategies and combining approaches for greater impact.
Advanced Module 4
Prospecting for New Business
- Understanding the critical importance of using multiple prospecting approaches.
- Goal setting for prospecting, allocating specific time blocks, and building a structured plan.
- Developing powerful lead-ins for both telephone and face-to-face interactions.
- Techniques to sell the appointment and pre-qualify accounts efficiently.
Advanced Module 5
Presenting Value - Added Benefits
- Identifying leverage points within your product and service offering.
- Valuing intangible benefits such as enhanced service and faster delivery.
- Determining tangible values for client resources, including time, labour, and space.
- Quantifying efficiency gains and profit returns.
- Using concepts such as ROI, inventory turnover, and space management to specify value.
Advanced Module 6
Selling to Multi Level Decision Makers
- Identifying key decision-makers and influencers at all organisational levels.
- Assessing the strengths and specific needs of each key decision-maker.
- Mapping out the decision network and overcoming organisational barriers.
- Planning comprehensive multi-level strategies based on clear priorities.
- Allocating calls strategically and focusing selling efforts across the hierarchy.
Digital and AI platforms
Making The Plaforms Work For You
The sales training industry is undergoing its most significant transformation in 50 years, driven by AI, changing buyer behaviours, and digital-first learning expectations.
The advantages of using our services are significant: 75 years of proven sales methodology, trusted client relationships, strong fundamentals with a global connection across the Asia Pacific region, and an ability to adapt and integrate both digital and AI tools in a rapidly evolving landscape.
The Horse Race
The Digital and AI Sales Platform
We use the analogy that the 2026 sales support technology landscape resembles 30 untested yearlings. In three to four years’ time, only one or two will race in events like the Grand National or Melbourne Cup. This means that 90% of technology sales training and support platforms will fail within three to five years, mirroring startup mortality rates.
- Failure indicators: 64% of sales tool implementations yield negative ROI (average -18%); 95% of AI projects fail to deliver measurable returns (MIT); and 73% of companies waste $2,340 per representative, per year, on redundant platforms.
- Consolidation is inevitable: By 2028, the market will compress from 8–12 tool stacks to 4–6 integrated platforms. Only one or two “yearlings” will reach Grand National or Melbourne Cup level enterprise dominance.
We recommend a cautious, fit-for-purpose, and “pivot as you go” approach when it comes to digital and AI, with your eyes wide open.
Online Security and Privacy
Sales Teams and Professionals Are a Favourite Target for Cyber Criminals
We offer customised cyber training for companies with sales teams, given their heightened vulnerability to being compromised, as they are often seen as soft targets because:
- They rely heavily on external communication.
- They are cloud-dependent,
- They often have access to high-value data.
Our Cyber Sales Training helps to minimise the threat of a cyber breach by promoting best practice in this high-target sector.
It should also be noted:
- 95% of breaches involve human error, not technical exploits.
- LinkedIn social engineering targeting sales representatives surged in 2025.
- Third-party integrations (such as Salesloft and Drift) caused more than 700 company breaches through a single OAuth token leak.
We also provide a general Cyber Training Programme for businesses that need to remain compliant with their cyber insurance policy requirements.
sAFE wORKING eNVIROMENTS
Sales Teams and Professionals knowing how to De‑escalate a situation in real time that supports all involved
In sales, pressure can spike fast—busy queues, missed deliveries, pricing disputes, or a misunderstanding between teammates on a shift. Our De‑escalation Training for Sales Staff gives your team a practical, repeatable way to steady the room: stay composed, listen for what the other person needs, respond with empathy and professionalism, and guide the conversation back toward solutions—without sacrificing boundaries or safety. The result is fewer incidents, better customer outcomes, and a calmer, more supportive workplace culture.
Features
Can You Afford Not to Use Us?
- The question isn't whether you can afford sales training.
- The question is whether you can afford NOT to have it?
Organisations that treat training as an expense rather than an investment will find themselves outpaced by competitors who understand that a well‑trained sales team is the highest‑ROI asset a company can develop.
If your based in New Zealand
Regional Business Partners - Training Grants and Subsidies
Retail Selling Ltd is an accredited provider with the Regional Business Partners Programme. This registration enables us to deliver sales training services, with eligible clients able to access support funding for their training initiatives. Contact us to find out whether you qualify for Regional Business Partners support for this training.
Features
What We Do Best
Revenue Generation Skills Development
Direct translation of learning into measurable revenue
Pipeline & Forecast Management Discipline
Balancing optimism with realism to predict revenue
Adaptive Conversation Management
Real-time improvisation under pressure
Competitive Differentiation Storytelling
Positioning against alternatives in live deal situations
Resilience & Mental Toughness Under Rejection
Building psychological armour for repeated "no"s
Buyer Psychology & Influence Mastery
Teaching how humans make purchasing decisions under uncertainty
Step 1. Building relationships
- SalesAbility premise and core
philosophy. - Overview of the 5 interacting stages in the sales process.
- Building sales relationships by establishing trust, focusing on decision maker priorities, and active listening.
- The 5 Priorities: identifying priorities, product needs, and business concerns.
Step 2. Planning the Sales Call
- 7 fundamental steps to effective pre-call planning.
- Analysing the account and key decision makers.
- Setting clear sales and call objectives
- Planning the opener to gain reinforced openness.
- Utilising the SalesAbility call planner tool.
Step 3. Guiding Through The Focus Stage.
- Planning fact and priority questions to
accurately identify priorities - Using focus questioning strategies to achieve desired results
- Defining specific needs and concerns of the decision-maker
Get In Touch
sa***@***********ng.nz