Member Price: from $2495 to $795
Non-Member Price: from $4995 to $1500
THIS EVENT STARTS IN
Sales is more than just pitching a product; it's about understanding people, delivering value, and building lasting relationships. In this 3-day training, you'll learn how to sell and how to connect, engage, and close deals more effectively. We'll dive deep into proven strategies and actionable steps to elevate your sales game and grow your business sustainably. Join Dean Keating, Lorraine Garvie and Ashley Simmonds as they share their many years of experience.
Engage Prospects Effectively: Learn to ask better questions, listen actively, and use storytelling to capture attention.
Sell on Value: Focus on benefits instead of price to increase your product’s perceived value.
Qualify Leads Faster: Use discovery questions to identify high-quality prospects quickly.
Close More Deals: Master closing techniques to confidently seal more sales.
Grow Your Business: Increase customers, transaction value, and sales frequency with proven strategies.
Time: 9:00 am to 4:00 pm AWST
Venue: Sister Project, Lvl 1/38 Main St, Ellenbrook WA 6069
Why "telling" can repel customers
Techniques to ask engaging questions and listen actively
How to build curiosity and need through storytelling
The psychology behind buying decisions
Identifying emotional triggers and pain points
Creating a connection through empathy and active listening
Understanding the difference between price and value
How to present the long-term benefits of your offer
Crafting a compelling value proposition that resonates
The essential stages of a successful sales process
How to track and optimize each step for better results
Tools for managing and improving your sales pipeline
How to create discovery questions that uncover prospects' needs
Implementing a needs analysis framework for deeper insights
The art of qualifying leads quickly and effectively
Identifying buying signals and knowing when to close
Closing techniques that work across different industries
Overcoming objections with confidence
How and when to ask for the sale
Techniques for asking without sounding pushy
Ensuring a smooth transition from pitch to close
The psychology behind asking for referrals
When and how to ask for referrals effectively
Strategies to incentivise and multiply referral opportunities
How to increase the number of customers
How to increase the average transaction value
How to increase the frequency of purchases
The four primary personality types and their buying styles
How to tailor your approach to different personalities
Techniques for identifying personality types quickly
Where to find the best leads for your business
Offline and online lead generation strategies
Using social media, networking, and partnerships to generate leads
The key metrics that drive sales performance
How to calculate and improve your close rate
Understanding your sales funnel and conversion rates
Learn practical tips and techniques to connect with prospects, close more deals, and grow your sales—straight from the experts.
Dean Keating
Business Relations Manager & Co-Founder, District32
Most businesses need connections for sales, business development, education, support, and access to the right people. That's what Dean's role is as Director of Sales at District32. He has provided over $10m per annum in closed business for District32's members while supporting them to sustain and grow their businesses by leveraging both the network and platforms provided by District32.
Dean enjoys working across a wide range of industries to assist in growing the prosperity of SMEs in WA.
Excelling in the corporate world of financial services, waste management, and telecommunications, he was previously responsible for building successful sales teams and personally achieving $2 billion in sales. During the last 9 years, Dean has utilised this experience to assist both start-ups and established businesses to grow their turnover, and his expertise in developing sales strategies has yielded outstanding results for clients.
Tenacious, focused, energetic, and strategic, he is passionate about developing business opportunities and improving clients' bottom lines, and enjoys tackling everything by injecting humour. During his career, he earned numerous awards due to his exceptional performance in sales and service.
Lorraine Garvie
CEO & Co-Founder, District32
Cofounded District32 in 2015 and developed from a startup to a National/International Franchise in 2024.
Lorraine has over 15 years of experience in sales and sales training - as an advisor, a trainer and a business owners and is passionate about helping the little guys to grow and sales is a big part of it!
Invest in yourself, your business and your network.
We create GROWTH OPPORTUNITIES, SUCCESS, FREEDOM AND INDEPENDENCE FOR EVERYONE.
We fight for the little guys. She sees a world where everyone has the right to live the lifestyle of their choice.
Lorraine's mission is to inspire one million small business owners to thrive in business. I’ve experienced both struggle and strategic shortcuts, and my mission is to provide a business growth platform that gives business owners a leg up, so that they don’t have to struggle.
Ashley Simmonds
Sales Manager, District32
Awards:
Winner of Sales Person of the Year
Winner of Sales Manager of the Year
4x Winner of Employee of the Quarter
Winning new business and improving customer retention. Sales training. The complete sales process from start to finish. Sales strategy. Selling on personality types (DISC). Working with strict sales targets, establishing strategic partnerships, and working with daily KPIs. Pipeline management, daily lead generation through innovative means. Identifying secondary revenue opportunities. Prospect and customer relationship management. Lead generating/selling at trade shows/exhibitions. Needs analysis (discovery questions). Tailored sales presentations. Objection handling techniques. Closing techniques (for trial closing and asking for the business). Getting referrals. Customer retention (ideas and strategy).
Ashley continually invests in his own self-development on a daily basis by reading sales and business books and watching sales/business videos.
Strong family values. In business, he never overpromises and underdelivers. He treats people the way he would like to be treated. He always ensures his customers get the service/products he promised they would get. He takes ownership.
Time: 9:00 am to 4:00 pm AWST
Venue: Sister Project, Lvl 1/38 Main St, Ellenbrook WA 6069
Check out what participants are saying about the recent District32 sales training—real results, real success!
I recently had the privilege of participating in Dean's Sales
Course with District32, and I can't express enough how transformative and valuable the experience was! Dean's expertise, guidance, and passion for sales shine through every aspect of the program.
From the very first session, Dean created an engaging and supportive learning environment. His depth of knowledge in
sales strategies, techniques, and best practices is unparalleled. He effortlessly conveyed complex concepts in a way that was easy to understand and apply in real-world scenarios.
Throughout the four weeks, Dean provided invaluable insights, practical exercises, and useful homework activities. His ability to break down the sales process into manageable steps allowed me to develop a structured approach and overcome hurdles that had previously held me back. The course truly transformed my mindset and boosted my confidence. But it wasn't just about theoretical knowledge. Dean ensured that we applied what we learned in a practical setting.
Dean's passion for sales and his genuine desire to see all of us succeed was evident in every interaction. His energy and enthusiasm were contagious especially with that Irish accent, creating a dynamic and motivating atmosphere.
I highly recommend Dean and District 32's Sales Course to anyone looking to elevate their sales skills, enhance their confidence, and unlock their true potential.
Thank you, Dean, for your incredible expertise, unwavering support, and the impact you've had on the sales within our business.
Elisha Salkeld, Three Peas Marketing
I highly recommend this program! Dean has a wealth of knowledge and shares his wisdom in an easy-to-follow format. This program will take you and your business to the next level!
Deborah White, Next Step VIP
This workshop series is brilliant. Dean is an excellent facilitator - he makes it easy to follow and implement into your own business. Highly recommended.
Karen Whitely, Right Click Business Consulting
Best sales tips you will ever get.
Deena Syed, Brand Guru Agency
Just do it folks, gamechanger forever in your business.
Peter Buter, Smarter Websites
Dean simplified all of this and brought it back to a human level. He showed me that I don't have to be 'selly' to make sales.
In fact, it's better if I focus on listening and staying true to myself. Green in business like me, or a seasoned veteran, I reckon anyone would walk away from this course with nuggets of gold.
Nick Petrou, Copywriter
Lorraine Garvie and Dean Keating, Thank you for putting together an outstanding Sales Training program. District32 going beyond and empowering people with valuable knowledge to make the Power of Connection!
Rosemary Hocknell, Social Tides
Absolutely fabulous course on sales. Thank you so much Lorraine Garvie and Dean Keating and team in the workshop.
Kathryn Fritz
Feeding myself with plenty of knowledge as well as food! Thanks to the facilitators and the participants for a great 2 days of intense sales training!
Carl Mayor
Join us for this training and kickstart your sales journey—success is waiting for you!