Tag: Australian Sales Training

Active listening

The Salesperson Who Learned to Stop Pitching and Start Listening

Posted on | by Sienna Anderson

How better questioning skills uncover customer needs and build trust

There is a common pattern in many sales conversations. The salesperson enters the discussion ready to present, explain, and persuade. They focus on features, benefits, and solutions they believe will impress the customer. Yet despite all the effort, the deal often stalls or disappears.


In contrast, high performing sales professionals take a different approach. They slow down the pitch, and speed up their curiosity. They ask better questions, listen more intently, and allow the customer’s real needs to surface naturally. This shift is often what separates average salespeople from trusted advisors.

Active listening

Why pitching less creates more opportunity

When a salesperson leads with a pitch, they risk making assumptions about what the customer values. Even if the product is a great fit, the message can miss the mark because it is not grounded in the customer’s actual priorities.

Listening changes that dynamic. When a salesperson creates space for the customer to talk, they gain access to critical insight such as:
• The real problem the customer is trying to solve
• The emotional drivers behind the purchase decision
• The constraints influencing timing and budget
• The outcomes that matter most to the customer

These insights are rarely revealed through presenting. They are uncovered through intentional questioning and active listening.

The power of quality questions

Strong questioning skills are not about asking more questions, they are about asking better ones. Effective sales questions are open, thoughtful, and designed to explore rather than confirm.

Instead of asking:
“Are you looking for a new solution?”

A stronger approach might be:
“What challenges are you currently experiencing with your existing approach?”
“If this problem was solved, what would that mean for your team or business?”
“What has prevented you from solving this up until now?”

These types of questions encourage the customer to reflect and expand, rather than simply respond with yes or no answers.

Listening to build trust

Listening is where trust is built

Customers can immediately tell when a salesperson is waiting to speak rather than genuinely listening. On the other hand, when a salesperson listens with focus and intent, something important happens: trust begins to form.

Active listening involves more than hearing words. It includes:
• Pausing before responding
• Reflecting back key points for clarity
• Not interrupting or redirecting too quickly
• Paying attention to tone, emotion, and hesitation

When customers feel heard, they are more likely to open up. And when they open up, sales conversations become more meaningful and more productive.

From presenter to problem solver

The transition from pitching to listening also shifts the role of the salesperson. Instead of being a presenter of solutions, they become a problem solver who collaborates with the customer.

This approach leads to:

More accurate solution matching
Stronger customer relationships
Higher conversion rates
Reduced price resistance, because value is clearer

Customers do not just buy products or services. They buy confidence that they are making the right decision. Listening builds that confidence.

Putting it into practice

Sales teams can start making this shift by focusing on three practical behaviours:
• Prepare questions before the conversation, not just a pitch
• Aim to understand before aiming to be understood
• Slow down the conversation to allow insights to emerge

Even small changes in questioning and listening can significantly improve outcomes.

Theory into practice

In modern sales, the best performers are not the ones who talk the most. They are the ones who understand the most. And understanding comes from listening, not pitching. To find out more about the importance of sales training to sharpen the tools of your sales team, click here.


If your sales team is ready to strengthen their questioning skills, improve customer conversations, and build deeper trust with clients, structured development can make a measurable difference.

To take the next step, contact KONA Training for tailored Sales Training designed to help your sales team stop pitching and start listening with purpose.

Call 1300 622 288 or Email info@kona.com.au

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Garret Norris -KONA Training
Value not price

The Sales Team That Stopped Competing on Price

Posted on | by Sienna Anderson

How shifting from price conversations to value conversations changed results

For many sales teams, price becomes the default conversation. Prospects ask for discounts, competitors lower their rates, and salespeople feel pressured to match or beat the cheapest option just to stay in the game.


But one sales team we worked with discovered that constantly competing on price was doing more harm than good.


They reported that their margins were shrinking, confidence was dropping, and despite working harder than ever, the team was struggling to build long-term customer relationships. Everything began to change when we helped them to shift their sales conversations away from price and focus instead on value.

The Problem With Selling on Price

The team had fallen into a common trap. Whenever a prospect raised concerns about cost, salespeople immediately defended the price or offered discounts to secure the deal.

At first, it seemed effective. They were still winning business. However, over time several problems emerged:

Profit margins became tighter
Customers became more price sensitive
Salespeople lost confidence in presenting solutions
Competitors could easily undercut them
Customer loyalty weakened

The team realised they had unintentionally trained customers to focus only on cost instead of outcomes.

The Turning Point

Leadership decided the sales team needed a different approach, and they engaged with KONA Training.

We helped them to reframe their approach and instead of asking, “How can we lower the price?” they started asking:
• “How can we better communicate value?”
• “What problems are we solving?”
• “What impact does our solution create?”
• “What will this save the customer in time, money, risk, or stress?”

This shift completely changed the tone of sales conversations. Rather than reacting defensively to price objections, salespeople began leading more strategic discussions around business outcomes and customer needs.

Warren Buffet quote

Learning to Sell Value

The training focused on improving several key sales skills.

Asking Better Questions
Salespeople stopped rushing into product presentations and spent more time understanding the customer’s challenges, goals, frustrations, and priorities.
By uncovering the true cost of the customer’s problem, the discussion naturally became less about price and more about results.

Focusing on Outcomes
Instead of listing features, the team learned to explain the real impact of their solution.
For example, rather than saying:
“Our service includes weekly reporting.”
They would explain:
“Our reporting helps your managers identify issues faster, saving valuable time and reducing costly mistakes.”

Customers responded far more positively because they could clearly see the benefit.

Building Confidence
Many salespeople fear price objections because they are not fully confident in the value they provide.
The team worked on strengthening product knowledge, understanding customer success stories, and practising value-based conversations. The more confident they became, the less likely they were to discount unnecessarily.

What Changed

Within weeks, the results were noticeable.

Improved Profitability
Because the team reduced unnecessary discounting, profit margins improved significantly. Winning business no longer depended on being the cheapest option.

Stronger Customer Relationships
Customers began viewing the sales team as trusted advisors rather than transactional sellers. Conversations became more consultative and relationship driven.

Increased Sales Confidence
Salespeople felt more empowered during conversations because they were no longer defending price. Instead, they were helping customers understand value.

Better Quality Clients
The business began attracting customers who valued outcomes, service, reliability, and expertise rather than simply chasing the lowest price. These customers were more loyal and generated stronger long term relationships.

Value conversations

Why Value Conversations Matter

Most customers expect to discuss price at some stage. However, price alone rarely determines purchasing decisions.

Customers also consider:
• Reliability
• Service quality
• Risk reduction
• Time savings
• Expertise
• Support
• Long term outcomes

When sales teams focus only on price, they ignore many of the factors customers genuinely care about.
Value based selling helps customers make decisions based on the bigger picture rather than the cheapest option.

Competing purely on price is often a race to the bottom. The sales team that shifted from price conversations to value conversations discovered that customers were willing to invest more when they clearly understood the outcomes being delivered.


By improving questioning skills, focusing on customer needs, and communicating value with confidence, the team achieved stronger margins, better relationships, and improved sales results. To read more about the importance of selling value rather than price, click here.


If your sales team is struggling with price objections or discount pressure, KONA’s tailored sales training can help your team confidently communicate value and improve results.

Contact KONA Training to learn more about our customised Sales Training solutions designed to help your sales team sell on value rather than price.
Call 1300 611 288 or Email info@kona.com.au

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Garret Norris -KONA Training
When the Sales Training isn't working

The Moment This Sales Team Realised Their Training Wasn’t Working

Posted on | by Sienna Anderson

How to build a Sales Training Program that Actually Sticks

In one business we recently worked with, the team had just wrapped up another round of training several months before. They noted that the content was polished, the facilitator was engaging and the feedback forms were glowing. Yet they found themselves here, staring at flat numbers, stalled pipelines, and a growing sense of frustration.


One of the senior salespeople finally said what everyone was thinking.
“I enjoyed the recent training… but I don’t think I’m actually doing anything differently.”


That was the moment it clicked. The problem was not the quality of the training. It was the lack of traction after it. This is where KONA Training does things differently.

When the Sales Training isn't working

Why Most Sales Training Doesn’t Stick

This team’s experience is more common than most leaders want to admit. Training often feels productive in the moment but fades quickly when real work resumes. There are a few key reasons this happens.
First, there is no clear link between the training and daily sales activity. If salespeople cannot immediately see how to apply what they learned to their pipeline, it becomes theoretical.


Second, there is no reinforcement. Without follow up, coaching, or accountability, even the best ideas disappear under the pressure of targets and deadlines.


Third, the training is too broad. Generic content may sound impressive in the moment, but it rarely addresses the specific challenges of a team, their customers, or their sales environment.

Time for change

What Changed for This Team

Instead of booking another workshop and hoping for a better outcome, the sales manager took a different approach. They engaged with KONA to rebuild their training program from the ground up with one goal in mind. Make it stick.


Here is what we did differently:

Focused on real scenariosEvery part of the training was tied directly to real deals, real objections, and real conversations the team was having. No abstract theory. Only practical application.
Introduced simple frameworksRather than overwhelming the team with complex models, we focused on a few key behaviours that could be easily remembered and consistently applied.
Built in accountabilityManagers began incorporating training concepts into weekly one on ones and pipeline reviews. The team were expected to demonstrate how they were using the new skills.
Prioritised coachingThe biggest shift came after the training session, when leaders spent time observing, giving feedback, and reinforcing behaviours in real time.
Measured behaviour, not just resultsInstead of only tracking revenue, we tracked activity aligned to the training. Were better questions being asked? Were conversations more structured? This created visibility into progress.


The Result

Within a few weeks, something changed. Conversations improved. Confidence grew. The team began to sound more consistent in how they engaged customers. Most importantly, results followed.
Not just because they attended another training session, but because they finally embedded learning into the way they worked every day.

Sales success

How to Build a Sales Training Program That Actually Sticks

If you want your sales training to deliver real value, focus less on the event and more on the system around it.


Start with your team’s real challenges. Keep it simple enough to be used under pressure. Reinforce it consistently through coaching. And hold people accountable for applying what they learn.
Training should not be a one-off experience. It should be part of how your team operates.

If your sales training feels good in the room but disappears in the field, it is not a training problem. It is a design problem. When you fix the design, the results will follow. To learn more about choosing the right Sales Training Provider for your team, click here.

If you are ready to build a Sales Training Program that actually sticks and delivers measurable results, contact KONA Training to design a tailored Sales Training solution for your Sales Team.
Call 1300 611 288 or Email info@kona.com.au

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Garret Norris -KONA Training
Sales Management

Professional Development Plans Every Sales Manager Should Implement

Posted on | by Sienna Anderson

If you’re leading a sales team, you already know that results don’t just come from targets, pipelines, or incentives. They come from people. And people perform at their best when they are growing. That’s where professional development plans come in.


Too often, sales managers treat development as a “nice to have” rather than a strategic priority. But the truth is, if you’re not actively developing your team, you’re likely leaving performance, engagement, and revenue on the table.


Let’s walk through the professional development plans every sales manager should be implementing right now and how they can transform both individual and team success.

Sales Management

Start with Individual Development Plans (IDPs)

Every salesperson is different. Some are natural hunters but struggle with structure. Others are great at relationship building but avoid closing conversations. A one-size-fits-all approach simply doesn’t work. An Individual Development Plan (IDP) helps you tailor growth to each team member. This should include their strengths, areas for improvement, career goals, and specific actions they can take to improve.
The key here is collaboration. Don’t just hand them a plan. Build it with them. When your team has ownership over their development, they’re far more likely to commit to it.

Focus on Skill-Based Training

Sales is not just about personality. It’s a set of learnable, repeatable skills. Your professional development plans should include structured training around core sales competencies like prospecting, questioning, objection handling, negotiation, and closing.


But don’t stop at theory. The most effective development happens when learning is practical. Think role plays, real scenario coaching, and live feedback. When training is embedded into everyday work, that’s when behaviour actually changes.

Build Coaching into Your Weekly Rhythm

One of the biggest mistakes sales managers make is only coaching when there’s a problem. High-performing teams are built on consistent coaching, not reactive conversations. Your development plan should include regular one-on-one coaching sessions. These don’t need to be long or overly formal. What matters is consistency and focus.


Use these sessions to review calls, discuss deals, and explore challenges. More importantly, use them to ask questions that get your team thinking differently.


Great coaching isn’t about giving answers. It’s about developing better thinking.

Clear pathways

Create Clear Career Pathways

People stay where they see a future. If your team can’t see what’s next for them, motivation drops. Engagement fades. And eventually, they leave. Professional development plans should clearly outline potential career paths within your organisation.

Whether that’s moving into senior sales roles, account management, or leadership, your team should know what they’re working towards. Even better, link development activities directly to those pathways. Show them how improving certain skills today can open doors tomorrow.

Encourage Peer Learning

Not all development has to come from you. Some of the best learning happens when team members share experiences, strategies, and lessons with each other.
Build peer learning into your development plan through team debriefs, win/loss reviews, and collaborative problem-solving sessions. This not only builds skills but also strengthens team culture. People feel more connected, supported, and invested in each other’s success.

Measure and Adjust

A professional development plan is not something you set and forget. You need to track progress, measure impact, and adjust as needed. Look at both qualitative and quantitative indicators. Are skills improving? Are conversion rates increasing? Is confidence growing? Regularly review development plans with your team and refine them based on what’s working and what’s not.
The goal is continuous improvement, not perfection.

Priority

Make Development a Leadership Priority

At the end of the day, professional development is not just an HR initiative. It’s a leadership responsibility. As a sales manager, you set the tone. If you prioritise growth, your team will too. If you treat development as optional, they will follow your lead.


The most successful sales teams are not just well-managed. They are well-developed.
If you’re ready to take your sales managers to the next level and build a team that consistently performs, it starts with the right development strategy. Find out more about the importance of Sales Management Training for your Sales Managers by clicking here.

Contact KONA Training today to design tailored Sales Management Training that equips your sales managers with the skills, structure, and confidence to lead high-performing teams.
Call 1300 611 288 or email info@kona.com.au

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Garret Norris -KONA Training
Closing the deal

10 Proven Techniques for Closing the Sale Every Time

Posted on | by Sienna Anderson

Closing the sale is often seen as the most challenging part of the sales process. After hours of prospecting, pitching, and building relationships, it all comes down to whether you can guide the customer to say “yes.”

While there’s no one-size-fits-all approach, there are proven techniques that top-performing salespeople use to consistently close deals. Here are 10 techniques you can start applying today.

Closing the deal

1. Build Genuine Rapport

People buy from people they like and trust. Take the time to understand your prospect’s needs, preferences, and pain points. Ask open-ended questions and listen actively. By showing authentic interest, you lay the groundwork for a smoother close.

2. Understand Their Pain Points

Identify the challenges your prospect is facing and clearly show how your product or service solves them. Tailoring your pitch to directly address their specific problems makes your offer much harder to resist.

3. Use the Power of Storytelling

Sharing relevant stories about how your product or service has helped similar clients makes the benefits tangible. Storytelling transforms features into real-world outcomes, making it easier for prospects to see the value.

4. Present a Clear Value Proposition

Prospects need to know what’s in it for them. Communicate your product’s benefits clearly and concisely, highlighting the unique value it provides. The clearer the value, the easier it is for the prospect to justify the purchase.

5. Leverage Social Proof

Testimonials, case studies, and client success stories build credibility. When prospects see others like them achieving results, it reinforces their confidence in saying yes.

6. Ask for the Sale

Many salespeople hesitate at this step, but closing requires decisiveness. Phrases like “Does this solution meet your needs?” or “Are you ready to move forward?” can gently but effectively nudge the prospect toward a commitment.

7. Handle Objections Gracefully

Objections are natural, but how you respond can make or break the deal. Listen carefully, empathize, and address concerns with facts and reassurance. Turning objections into opportunities to reinforce value can increase your chances of closing.

8. Use the Assumptive Close

Acting as if the prospect is already on board can be a subtle yet powerful technique. Phrases like “When we start implementation next week…” help prospects visualize ownership and reduce hesitation.

9. Create Urgency

Without pressure, prospects may delay decisions. Highlighting limited-time offers, seasonal promotions, or the cost of waiting can encourage prompt action. The key is to create urgency without seeming pushy.

10. Follow Up Strategically

Persistence pays off. If a prospect isn’t ready to commit immediately, schedule a follow-up. Use personalised messages and additional insights to maintain engagement. Consistent, thoughtful follow-up often turns a maybe into a yes.

Closing the sale is both an art and a science. By practicing these techniques consistently, you can increase your success rate and develop more confident, reliable sales habits. To find out more about the importance of training your team to improve their closing skills, click here.

Remember, the goal is to create a win-win situation where the customer feels understood and valued, while you achieve your business objectives.

    If your sales team is looking to master these techniques and elevate their closing skills, contact KONA Training for tailored Sales Training. Our programs are designed to equip your team with the strategies, confidence, and tools they need to close more deals, every time.

    Call KONA Training on 1300 611 288 or Email info@kona.com.au

    Contact Us

    Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

    Garret Norris -KONA Training
    $$

    Evaluating Sales Training Options and Pricing Without Overpaying

    Posted on | by Sienna Anderson

    When you start researching sales training options and pricing, it can feel a little like stepping into a maze.
    Some providers charge per head. Others charge per day. Some bundle coaching. Others sell online modules with optional workshops. Prices range from low to high.


    So how do you evaluate sales training options and pricing without overpaying… and without underinvesting in something that could genuinely move the needle?

    $$

    Start With the Outcome, Not the Price

    The biggest mistake businesses make is comparing prices before comparing outcomes.

    Before you look at a single proposal, ask:
    • What specifically isn’t working in our sales conversations?
    • Are we struggling to close?
    • Are margins slipping?
    • Are we discounting too quickly?
    • Are new salespeople taking too long to ramp up?
    • Are experienced reps stuck at the same revenue ceiling?

    If your team is struggling to close, the cost of inaction is far greater than the cost of training. A stalled pipeline, lost deals, and eroded confidence are expensive.
    Clear outcomes help you avoid paying for generic content that sounds impressive but doesn’t solve your real issue.

    Understand the Different Sales Training Options

    Not all sales training is structured the same way. Here are the most common options:

    1. One-Off Workshops
    These are typically half-day or full-day sessions delivered onsite or virtually.
    Pros:
    • Lower upfront investment
    • Quick injection of energy and ideas
    • Good for aligning teams around a common framework
    Cons:
    • Limited long-term behaviour change
    • No reinforcement
    • Easy for momentum to fade
    This option works best when you need alignment more than transformation.

    2. Multi-Session Programs
    These are structured over several weeks or months and often include workshops, assignments, and follow-up.
    Pros:
    • Higher retention
    • Stronger accountability
    • More measurable results
    Cons:
    • Larger upfront commitment
    • Requires leadership involvement

    If you want sustainable change in how your team sells, this model is often more cost-effective in the long run, even if the price tag looks higher initially.

    3. Sales Coaching (Individual or Group)
    Coaching focuses on applying learning to real deals and real conversations.
    Pros:
    • Highly personalised
    • Immediate application
    • Great for lifting top performers to the next level
    Cons:
    • Higher per-person cost
    • Time-intensive

    For leadership teams and experienced sales professionals, coaching often delivers strong ROI because it targets actual revenue opportunities.

    4. Online Self-Paced Training
    This includes pre-recorded modules, templates, and downloadable resources.
    Pros:
    • Lowest price point
    • Flexible
    • Easy to scale
    Cons:
    • Low accountability
    • Minimal customisation
    • Limited engagement
    This option is best when budget is tight and internal leadership can drive implementation.

      Stop overpaying

      How to Evaluate Pricing Without Overpaying

      Now that you understand the options, here’s how to avoid overpaying.
      Look Beyond the Day Rate – A lower day rate does not automatically mean better value.

      Ask questions like:
      • Is the content customised to your industry?
      • Is the trainer experienced in real-world selling?
      • Is there pre-work or diagnostics included?
      • Is follow-up support built in?

      A higher fee that includes diagnostics, tailoring, and reinforcement may actually be more cost-effective than a cheaper, generic session.

      Calculate ROI, Not Just Cost

      If your average deal size is $15,000 and training helps each rep close just one additional deal per quarter, what does that equal over a year?

      When evaluating sales training options and pricing, frame it like an investment in revenue, not an expense in overhead.

      Even small improvements in:
      • Close rates
      • Conversion rates
      • Average deal size
      • Sales cycle length
      …can more than cover the training investment.

      Check for Customisation

      If a proposal looks identical to what another business received, it’s likely not tailored.

      Good sales training should reflect:
      • Your sales cycle
      • Your buyer personas
      • Your industry challenges
      • Your competitive landscape

      Generic training often feels inspiring in the moment but rarely shifts long-term behaviour.

      Don’t Underinvest Either

      Trying to save money by choosing the cheapest option can be just as risky as overspending. If your team needs real skill development and behavioural change, a one-hour webinar will not fix it.

      The key question isn’t:
      “What’s the cheapest option?”
      It’s:
      “What level of change do we actually need?”

      Match the depth of the solution to the depth of the problem.

      Checklist

      A Simple Evaluation Checklist

      When comparing sales training options and pricing, consider asking:
      • Does this solve our specific sales challenge?
      • Is it customised?
      • Is there reinforcement or follow-up?
      • What measurable outcomes can we expect?
      • What is the realistic ROI?
      • What happens after the training ends?

      If you can confidently answer those questions, you’re far less likely to overpay.

      In the end, the right sales training should feel like a strategic investment, not a gamble. When you evaluate sales training options and pricing through the lens of outcomes, ROI, and behavioural change, you move away from price-shopping and toward value selection.

      And that shift alone often separates teams that “do training” from teams that genuinely improve performance.

      To discover more about choosing the right sales training program for your team, click here.

      If you’d like help evaluating the right sales training structure for your team, or you want a tailored solution designed around your real sales conversations, reach out to KONA Training today.
      Call 1300 611 288 or Email info@kona.com.au

      Contact Us

      Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

      Garret Norris -KONA Training
      Sales Training

      What to Look for in a Professional Sales Training Provider

      Posted on | by Sienna Anderson

      Choosing a professional sales training provider can feel a little overwhelming. There are plenty of options. Plenty of promises. Plenty of polished websites.


      But if you are investing time and money into developing your sales team, you want more than a motivational talk and a slide deck. You want real behaviour change. You want stronger conversations. You want better results.


      So what should you actually look for in a professional sales training provider?

      Sales Training

      They Focus on Behaviour, Not Just Information

      There is a big difference between knowing what to do and actually doing it.
      A quality professional sales training provider understands this. They do not just teach theory. They build practical skills through role plays, real-life scenarios, and structured feedback.
      If the training is all content and no application, your team may walk away feeling inspired, but nothing will change in their day-to-day sales conversations.

      Ask yourself:

      Will this provider customise role plays to our industry?
      Do they create safe environments for practice?
      Is there follow-up to reinforce learning?

      Sales is a performance skill. It needs rehearsal, not just information.

      They Customise to Your Business

      Be cautious of “off-the-shelf” training programs that claim to work for everyone. Your sales team is unique. Your customers are unique. Your challenges are unique. A strong provider will ask questions before they start talking about solutions. They will want to understand:
      • Your sales process
      • Your average deal size
      • Your sales cycle
      • Your common objections
      • The capability of your current team

      If a training company does not take the time to understand your business, how can they tailor the solution to suit your team? Professional sales training should feel relevant from the first session. Your team should be thinking, “This is exactly what we deal with.”

      6 Stages of a Sales Professional

      They Balance Mindset and Skillset

      Sales performance is never just about technique. Confidence, resilience, accountability, and mindset all play a role. A good training provider knows how to address both the tactical side of selling and the psychological side.


      Do they help your team:
      • Stay confident during tough negotiations?
      • Handle rejection without losing momentum?
      • Take ownership of results?
      • Push through when sales conversations get harder?

      If training ignores mindset, performance gains rarely last.

      They Support Sales Leaders, Not Just Salespeople

      One of the biggest mistakes businesses make is training the team but forgetting the manager.
      Your sales manager is the multiplier. If they are not equipped to coach, reinforce, and hold the team accountable, the impact of the training will fade.


      A professional provider should also support your leaders with:
      • Coaching frameworks
      • Accountability structures
      • Performance conversations
      • Practical tools to embed the learning

      When leaders reinforce the training weekly, not just once a year, that is when you see real growth.

      They Have Real-World Sales Experience

      There is a difference between someone who has studied sales and someone who has actually sold.
      Ask about the trainer’s background. Have they carried a target? Have they built or led sales teams? Have they navigated tough markets?


      Real-world experience adds credibility. Your team will engage more when they feel the trainer understands the pressure of a monthly target and the reality of difficult buyers.

      Measure results

      They Measure Results

      Training without measurement is just an event. A strong provider will talk about outcomes. They will help you define what success looks like before the training begins.

      This could include:
      • Improved conversion rates
      • Higher average deal value
      • Shorter sales cycles
      • Increased confidence scores
      • Better pipeline management

      If a provider cannot articulate how success will be measured, that is a red flag. Professional sales training should be an investment, not a cost.

      They Offer Ongoing Support

      One-off workshops can create short bursts of motivation. But sustained growth requires reinforcement.
      Look for providers who offer follow-up sessions, coaching, refresher workshops, manager check-ins and practical tools your team can use daily. The goal is long-term capability, not short-term enthusiasm.

      The right professional sales training provider will not just deliver a session. They will partner with you. They will understand your goals. They will challenge your team. And they will equip your leaders to maintain momentum long after the workshop ends.


      If you are noticing that sales conversations are getting harder, conversion rates are slipping, or your team lacks confidence in closing, it may be time to bring in expert support.


      At KONA Training, we specialise in tailored Sales Training designed around your business, your market, and your sales team. We focus on practical skills, real-world application, and measurable outcomes so your team can sell with confidence and consistency. To learn more about choosing the best sales training program for your team, click here.

      If you are ready to elevate your sales performance and build a stronger, more capable sales team, contact KONA Training today to discuss a customised Sales Training solution that fits your business.
      Call 1300 611 288 or Email info@kona.com.au

      Contact Us

      Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

      Garret Norris -KONA Training
      Sales Workshop

      How to Choose the Right Sales Training Program for Your Business in 2026

      Posted on | by Sienna Anderson

      Sales training has come a long way. What worked well in the past isn’t always enough to keep sales teams competitive, confident, and consistent. As we move into 2026, buyers are more informed, sales cycles are more complex, and salespeople are expected to add value at every interaction. This means choosing the right sales training program for your business has never been more important.


      But with so many options available, from online courses to one-off workshops and everything in between, how do you actually choose a sales training program that delivers real results rather than just short-term motivation?

      Sales Workshop

      Start with Your Business Goals, Not the Training Content

      One of the biggest mistakes businesses make when choosing sales training is starting with the content rather than the outcome. Before you look at programs, providers, or methodologies, take a step back and ask what you actually want to improve in 2026.


      Are you looking to:

      • Increase close rates?
      • Shorten sales cycles?
      • Improve prospecting confidence?
      • Lift average deal size?
      • Develop stronger sales conversations?
      • Or build more accountability across the team?

      The right sales training program should clearly link to your business goals. If a provider cannot explain how their training supports revenue growth, pipeline quality, or sales execution, it is a red flag.
      Training should never be generic. It should be aligned to where your business is now and where you want it to go.

      Behaviour change

      Look for Behaviour Change, Not Just Inspiration

      Motivational sales training can feel great in the moment. People leave energised, optimistic, and ready to conquer the world. The problem is that motivation fades quickly if it is not backed by practical tools and consistent reinforcement.


      In 2026, effective sales training programs focus on behaviour change. That means helping salespeople do things differently on a daily basis.

      • How they prepare for calls
      • How they ask questions
      • How they handle objections
      • How they manage their pipeline
      • How they follow up.


      When assessing a program, ask how it helps salespeople apply what they learn in real sales conversations. Look for role plays, practical frameworks, real-world examples, and post-training reinforcement.
      If the training does not translate into new habits, it will not translate into better results.

      Make Sure It Fits Your Sales Team, Not the Other Way Around

      Every sales team is different. Industry, sales cycle length, customer type, experience level, and sales style all matter. A strong sales training program should adapt to your team rather than forcing your team to adapt to it.


      In 2026, flexibility is key. Your sales team may include a mix of experienced performers, newer recruits, remote sellers, and sales managers who are also expected to coach. The right program should cater to these differences.


      Ask whether the training can be customised. Can it incorporate your language, your sales process, and your real challenges? Does it support different communication styles and strengths within the team?

      At KONA Training, everything we do is tailored to our clients. Our sales training techniques include proven sales coaching methods and common sense strategies that define training success.

      KONA interactive workshop exercise
      An interactive exercise during a KONA Training Workshop

      Don’t Ignore the Role of Sales Managers

      Sales training often fails because managers are not equipped to reinforce it. If managers are not confident coaching the behaviours being taught, the training will slowly disappear under the pressure of targets and deadlines.


      When choosing a sales training program in 2026, look for one that includes sales leaders and managers. Managers need tools to coach, observe, and hold their teams accountable in a supportive way.
      Training that involves managers creates consistency and ensures the learning sticks long after the workshop ends.

      Think Long-Term, Not One-Off

      Sales training should be viewed as an investment, not an event. One-off workshops can be useful, but they rarely create sustained performance improvement on their own.

      The best sales training programs in 2026 are structured, ongoing, and supported over time. This might include:
      • Follow-up sessions
      • Coaching
      • Refresher workshops, or
      • Practical tools that keep the learning alive

      Ask what happens after the training. How is progress measured? How are skills reinforced? How does the program evolve as your team grows? Sustainable sales performance comes from continuous development, not quick fixes.

      Choosing a partner, not just a provider

      Choose a Partner, Not Just a Provider

      Finally, choose a sales training partner who understands your business and genuinely cares about your outcomes.

      A good partner will challenge your thinking, ask the right questions, and work with you to design training that
      delivers measurable impact.

      They should be just as focused on your success as you are.

      Ready to Choose the Best Sales Training Program for 2026?

      If you want sales training that is practical, tailored, and focused on real-world sales performance, KONA Training can help. We work with businesses to design and deliver customised sales training programs that build confident sales teams, improve execution, and drive sustainable results.

      To learn more about choosing the right Sales Training Program for your team, click here.

      Contact KONA Training today to discuss tailored sales training for your sales team in 2026 and beyond.


      Call 1300 611 288 or Email info@kona.com.au to find out more!

      Contact Us

      Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

      Garret Norris -KONA Training
      AI salesperson

      The Sales Skills AI Can’t Replace and Why You Need to Know

      Posted on | by Sienna Anderson

      Artificial Intelligence has changed the sales world, there’s no denying it. From automated prospecting tools to chatbots that handle enquiries, AI has made it faster and easier to gather data, send follow-ups, and track leads. But as smart as technology gets, there are still some things it can’t do… At least not like a human can.


      At KONA Training, we often remind sales teams that while AI can support your work, it can’t replace the skills that truly drive connection, trust, and influence. And in today’s world, where buyers are more informed and selective than ever, those human skills are what set great salespeople apart.


      Let’s talk about the skills that AI simply can’t replicate, and why grasping them will keep you ahead of the game.

      AI in sales

      1. Emotional Intelligence

      AI can read data, but it can’t read the room. It can’t pick up on subtle body language, tone changes, or the slight hesitation that tells you a client isn’t quite convinced. Emotional intelligence, the ability to recognise and manage emotions in yourself and others, is at the heart of every successful sale.
      A great salesperson knows when to push forward, when to pause, and when to simply listen. They can sense when a client needs reassurance or when humour might ease tension. These are instincts that no algorithm can match.


      At KONA Training, we work with teams to develop this emotional awareness. Teaching them how to adapt their communication style, show genuine empathy, and connect in ways that feel personal and human. Because people don’t buy from robots; they buy from people they trust.

      2. Building Relationships

      AI can track your customer’s purchase history or remind you of a follow-up date, but it can’t build real relationships. Relationships are built through consistency, authenticity, and care, qualities that require a human touch.


      When a salesperson takes the time to understand a client’s business, listen to their challenges, and remember details that matter, it creates a sense of partnership. That’s what keeps customers coming back and referring others. KONA Training focuses on helping sales teams develop long-term relationship-building habits, not just quick-close tactics. Because lasting success in sales isn’t about transactions, it’s about trust.

      3. Storytelling

      AI can certainly generate text or product descriptions, but it can’t tell a story that moves someone emotionally. A skilled salesperson knows how to make data meaningful, turning facts into stories that resonate.


      For example, rather than saying, “Our product increases efficiency by 20%,” a great salesperson says, “One of our clients was spending two hours a day on this task. Now, she finishes in 15 minutes and spends the rest of her time growing her business.”


      That’s the power of storytelling, and it’s something KONA Training helps every salesperson master. Because stories are what stick, inspire, and persuade.

      Human vs. AI

      4. Creativity and Problem Solving

      AI can identify trends, but it can’t think outside the box. It can’t brainstorm new ways to position a solution or come up with an innovative approach when the standard pitch falls flat.
      Creative thinking is what helps a salesperson turn a “no” into a “maybe,” and a “maybe” into a “yes.” It’s about tailoring your approach, rephrasing your message, and finding new angles that resonate with different personalities.


      At KONA Training, we train teams to think creatively under pressure, to approach objections as opportunities and see challenges as chances to stand out.

      5. Authenticity and Trust

      AI can mimic human conversation, but it can’t be authentic. Buyers today are incredibly savvy. They can tell when someone’s being genuine and when they’re being scripted. The most successful salespeople don’t sound perfect; they sound real.
      Authenticity builds trust, and trust drives sales. It’s what makes someone choose you over the competition, even if your product isn’t the cheapest.
      Through KONA Training, salespeople learn how to communicate with authenticity, how to be persuasive without being pushy, and confident without being arrogant.

      6. Adaptability

      AI follows patterns; humans can adapt. When a meeting takes an unexpected turn, when a client changes their needs mid-conversation, or when the market shifts overnight. Adaptability is what keeps salespeople relevant.


      At KONA Training, we help sales teams build this flexibility, teaching them how to pivot quickly, handle surprises with grace, and stay confident no matter what’s thrown their way.

      AI salesperson

      The Human Edge in the Age of AI

      Technology will continue to evolve, and AI will keep getting smarter. But it will never replace the uniquely human abilities that make great salespeople stand out, empathy, connection, creativity, trust, and emotional intelligence.


      In fact, as automation becomes more common, those human skills will become even more valuable. They’re your competitive edge. The qualities that turn conversations into relationships and opportunities into sales. To ready more about AI in sales, click here.

      If you want your team to strengthen the skills AI can’t replace and elevate their performance in every interaction, KONA Training can help.

      Contact KONA Training today for tailored Sales Training designed to help your sales team connect, communicate, and close with confidence. Because the future of sales still belongs to people.


      Call 1300 611 288 or Email info@kona.com.au

      Contact Us

      Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

      Sales skills

      The 10 Most Underrated Sales Skills and Why They Matter More Than You Think

      Posted on | by Sienna Anderson

      When we think about great salespeople, we usually picture someone confident, persuasive, and charismatic. And while those traits definitely help, they’re not the whole story. In reality, some of the most powerful sales skills are the ones that don’t get much attention. These underrated skills are the secret that separates the good from the great.

      At KONA Training, we see this often. Salespeople who master these overlooked skills consistently outperform those who rely solely on charm and confidence. We have put together a list of ten of what we believe are the most underrated sales skills and why they matter more than you might think.

      Sales skills

      1. Active listening

      Everyone says they listen, but few really do. Active listening means being fully present, paying attention not just to the words but to the meaning behind them. When you truly listen, customers feel heard and valued, and that builds trust. Most deals are won not by the person who talks the most, but by the one who listens best.

      2. Curiosity

      Curiosity drives great sales conversations. It’s what makes you ask, “Why do you do it that way?” or “What would make that process easier for you?” Genuine curiosity opens up opportunities that a rehearsed pitch never could. The best salespeople are detectives, not just presenters.

      3. Emotional intelligence

      Sales isn’t just about numbers and targets. It’s about people. Emotional intelligence helps you understand and manage both your own emotions and your customer’s. Reading the room, picking up on tone, and adapting your approach accordingly can make the difference between a polite no and an enthusiastic yes.

      4. Patience

      In a world obsessed with instant results, patience might feel old-fashioned. But real relationships take time. The best salespeople know that pushing too hard too soon can kill a deal. Patience allows you to nurture trust and guide the buyer at their pace, not yours.

      Patience

      5. Storytelling

      Facts tell, but stories sell. Yet, storytelling is often overlooked as a skill. A good story makes your message memorable, relatable, and emotionally engaging. It helps the customer see themselves in the solution you’re offering. The best stories are authentic, simple, and relevant to the customer’s world.

      6. Adaptability

      No two customers are the same. The ability to adjust your approach, tone, or even your entire strategy based on who you’re speaking to is crucial. Adaptability keeps you agile and resilient when things don’t go as planned. It’s also what helps you thrive in uncertain markets.

      7. Time management

      It’s not the most glamorous skill, but it’s one of the most important. Knowing how to prioritise your time means you focus on the right opportunities instead of spreading yourself too thin. The most successful salespeople don’t just work hard, they work smart.

      8. Empathy

      Empathy goes hand-in-hand with trust. When you understand your customer’s pain points and genuinely care about solving them, your conversations shift from transactional to transformational. Customers don’t want to be sold to — they want to be helped. Empathy makes that happen.

      9. Resilience

      Rejection is part of the game. The question is, how do you respond to it? Resilient salespeople bounce back quickly, learn from their experiences, and keep moving forward. Every no brings you closer to a yes, and resilience is what keeps you in the race long enough to find it.

      10. Accountability

      Taking ownership of your performance is a mark of professionalism. When you stop blaming the market, your leads, or your manager, and start focusing on what you can control, that’s when growth happens. Accountability builds credibility with yourself, your team, and your customers.

      Accountability

      So there you have it, ten underrated sales skills that deserve a spot in every salesperson’s toolkit. None of these are flashy or complicated, but together, they form the foundation of real success in sales. They’re what turn average performers into professionals and transactional sellers into relationship builders.

      At KONA Training, we specialise in helping sales teams unlock these powerful but often ignored skills. Because sales isn’t only about closing deals, it’s about building trust, communicating with purpose, and creating success for the long-term. To read more about effective sales strategies, click here.

      If you’re ready to elevate your team’s sales performance, contact KONA Training today for tailored sales training that brings out the best in your people.


      Call 1300 611 288 or Email info@kona.com.au to get started!

      Contact Us

      Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

      Garret Norris -KONA Training