3. sales training selling and communication skills

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  • 1. Selling and Communication skills Dr Earl Stevens, October 2009
    • 3. Sales Training
    09/08/11
  • 2. Communication in Business
    • Good communications are essential within a business if it is to prosper.
    • In any business, the communication of information is an essential part of three key business activities:
    09/08/11
  • 3. Barriers to Communication 09/08/11
  • 4. Overlooked Communications Skills
    • According to a UCLA study , the three V ’s have varying impact:
      • Verbal (content) = 7%
      • Vocal (how you sound) = 38%
      • Visual (body language) = 55%
      • you need sizzle with the content!!
    • Retention
      • we only retain 20% of what you hear
      • but you retain 50% of what we see & hear
    09/08/11
  • 5. Non Verbal Cues can Help “ Influence ” the Sales Process 09/08/11
  • 6. Cues for Sales Success 09/08/11
  • 7. Relationship Building Keys
    • Challenge is to...
      • Quickly build rapport with new prospects
      • Positive, trustworthy, likeable
    • Transforming personal relationship in business relationship in order to gather information and really understand the customers need and wants
    • Management of relationship
      • Long term
      • Multiple relationship at one time
    • Establish a Relationship Strategy
      • Adapt a win/win philosophy
      • Project a professional image – integrity
      • Practice different communication style
      • Become a problem solver
    09/08/11
  • 8. END