"This was an awesome class - excellent preparation
for all aspects of sales management responsibilities, especially communications.
I'll use these skills immediately."
Influencing Through Questions, Listening and Negotiation
As products increasingly vie for the customer's
attention, a company's ability to quickly build rapport while gathering
information is critical. Transforming initial contacts into ongoing dialogues
requires relationship management skills.
Participants learn skills that expand influence
and deepen relationships - ideal for sales environments involving multiple
makers and complex decision criteria. As they practice dialoguing techniques,
participants dramatically improve their ability to influence others in
small, informal meetings. Instead of talking at customers, participants
balance their advocacy with inquiry to build openness
and rapport with the customer. Increased sensitivity to customer perception
heightens trust and deepens communication.
The results of this work:
- Increase up-sell and add-on selling opportunities
- Win and retain business relationships with customers
- Build a voluntary referral base
- Develop an ongoing network of opportunities
- Recover accounts where relations are lost or damaged
Specific Skills Mastered:
- Gain traction with
customers more quickly
- Build rapport and
relationship while gathering information
- Convert conflict
into problem-solving sessions
- Consult with customers
about deeper needs at more strategic levels
- Deal more effectively
with difficult people
- Explore the roots
causes of problems and create a shared understanding of success criteria
Delivery: Customized formats, including
workshops, online, one-on-one coaching and consulting.