3. sales training selling and communication skills

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3. sales training selling and communication skills

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

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