INFLUENCING SKILLS

Sales Training Course

A 2 day Influencing Skills Program that facilitates concluding a current sales opportunity while accelerating the consolidation of the supplier-customer relationship for the long-term, including a voyage of self-discovery for participants and broadening of their understanding of other’s personality preferences.

Aims

This Influencing Skills program illustrates the ways people prefer to be communicated with; assists participants to verbalise their sales message with more appeal; prevents communication blockages appearing as often; and providing an insight in personality types.

Benefits

  • Explore the basis of communication flow and how mis-communication can occur
  • Understand the different ways people sense new information, learn how to "read" this and revise how you communicate
  • Understand a four step languaging process to build rapport, motivate interest and minimise resistance and apply it
  • Learn the Myers-Briggs Type Indicator® to understand how people prefer to focus their attention, take in information, make decisions, and orient themselves to the outside world
  • Discover your own preferences and experience how to repackage your communication to maximise your influence
Program Format

This program assumes participants have a sound knowledge of how to elicit information, introduces the personality preferences that generate buyer behaviour and then helps participants discover how to re-phrase the simple need-benefit connection in the way that the client prefers to take in the information.

Outcomes

As a consequence of attending this program participants will gain the skills and confidence to get through to customers they’ve previously found a challenge, and more eloquently express the solution they’re selling, very often strengthening both verbal and written communication.

Who Could Attend

Sales Managers; Sales Representatives; Account & Territory Managers; Internal Sales Consultants; Customer Complaint Consultants; and particularly those involved with clients in long-term relationships

Duration

2 days

Links

Activity Based Selling

Consultative Selling

Overcoming Objections


Activity Based Selling
Consultative Selling
Overcoming Objections
Influencing Skills