Advanced Sales Communication Techniques: Part One

Overview/Description
 In this highly interactive course you will recognize the value of developing advanced communication techniques. You will also appreciate how having the ability to fine tune your communication to match your customer's, enables you to: establish rapport more quickly; proceed through the sale more quickly, and enhance your sales results. You will also understand more about the clues that customers give relating to their communication representation systems, and how to respond to establish customer relations more effectively. The main focus of the course is to improve sales results by developing a greater understanding of the different methods of communication; understanding more about individual customers, and developing self-awareness to help you to adapt your own communication to mirror and match your customer's.

Target Audience
 Experienced and newly appointed sales managers and sales people, with an understanding of the sales process and basic selling skills.

Expected Duration
2.5 hours

Lesson Objectives:

Gaining the Winning Edge

  • recognize the value of developing self-awareness, personal power, and advanced communication techniques.
  • identify the personal attributes required to gain the winning edge.
  • identify the need to develop personal power.
  • identify the benefits of developing advanced communication techniques.

    • Communicating at the Customer's Level

  • recognize the value of applying the appropriate communication method to match the customer's needs.
  • recognize three communication representation systems.
  • identify visual communication representation systems.
  • apply visual communication techniques.
  • identify auditory communication representation systems.
  • apply auditory communication techniques.
  • identify kinesthetic communication representation systems.
  • apply kinesthetic communication techniques.

    • Matching Customer Behavior to Enhance Results

  • recognize the value of matching customer behavior.
  • mirror and match customer behavior.

    • Course Number: SALE0213