Course Outline · 2 Days
communication skills for sales staff
Sales representatives, account executives, retail consultants, and business development managers
Elevate your sales game with this dynamic training programme! Gain the tools and strategies to build rapport, understand customers deeply, forge authentic connections, deliver exceptional service, overcome objections, and confidently close deals. Discover the secrets of tailoring your communication style and uncover persuasive conversations that leave a lasting impact. Navigate customer profiles with finesse, harness emotional intelligence, and master active listening for trust and authenticity. Learn the art of selling through service, understanding buying decisions, and handling objections with finesse. Embrace a sales mindset for success and utilise proven closing techniques. Amplify your sales success and unleash your potential with this transformative training!
At a glance
- Duration — 2 Days
- Who it’s for — Sales representatives, account executives, retail consultants, and business development managers
- Delivery — Interactive, in-person and hands-on
Delivery methods
- Interactive sales role-play & situational simulations
- Self-discovery and critique
- Group exploration and facilitator-led discussions
- Game-based learning
- Best practice sales theory exploration
- Build rapport to enhance sales by understanding different customer perspectives and tailoring communication accordingly.
- Identify customer profiles and adapt communication to engage effectively with diverse customer groups.
- Foster authentic connections for sales success by demonstrating emotional intelligence, active listening, and adapting communication based on customer profiles.
- Improve sales effectiveness by understanding buying decisions, distinguishing wants from needs, and practising skilled sales through service.
- Handle objections and close sales deals effectively by addressing different objections and utilising closing techniques.
Sales Success Through Rapport Building
- Importance of building rapport in sales situations
- Understand the different models of the world
- Tailoring your communication approach based on the customer’s model of the world
- Uncover persuasive and influential conversations in sales
Customer Profile ID
- Discover a simple model for identifying the customer’s broad characteristics that can be put into practical use in all our conversations
- Know your own Customer Profile ID preferences and how this will manifest in the way that you communicate
- Explore verbal clues in identifying a customer’s model of the world
- Quickly identify and assign a Customer Profile ID
- Learn how to engage with different Customer Profile ID groups
- Explore the consequences of matched/mismatched approaches
Building Authentic Connections for Sales Success
- Recognise the significance of the human business model and its impact on customer relationships
- Demonstrate authenticity and emotional intelligence in their interactions with customers
- Apply active listening skills and create connections that foster trust
- Adopt your communication approach based on the customer’s profile while maintaining a human touch
Sales Through Service
- Understand the factors influencing buying decisions
- Distinguish between customer’s wants and needs
- Recognise the customer’s DBM (Dominant Buying Motive)
- Understand the difference between hard sales, order taking and skilled sales through service
Challenging Objections
- Recognise the value of objections
- Identify different types of objections
- Learn a step-by-step process for handling objections
- Recognise and overcome covert objections
Closing the Sale
- Overcoming the belief that “Selling is a dirty word”
- Developing a sales mindset and understanding your inner game
- Recognise the influence of belief on behaviour
- Practise effective closing techniques
Competitive review game — An exciting review challenge (PowerPoint Game) to end your training on a high note!
Tell us your team size, dates and objectives and we’ll tailor the delivery to your business.