The Course Suits

Any business developer or relationship manager who needs to influence the behaviour of others. Those who wish to achieve a stress-free sale or a greater level of commitment from both prospective and existing clients. This includes:

• Salespeople
• Business Developers
• Consultants
• Sales Managers

Training Benefits

Through the Advanced Sales Strategies workshop, participants will learn these critical relationship skills. The payoff will come in more productive, long-term relationships with clients; the attraction of more customers and increased productivity.

Advanced Sales Strategies will enable participants to develop the versatility skills necessary to adapt their behaviour to sell the way buyers like to buy. Specifically, they will:

• Become more influential and persuasive
• Develop the ability to create assertive and confident behaviour appropriate to the client at will
• Present ideas, concepts and proposals clearly and memorably
• Improve trust, rapport, productivity and results
• Lower tension and avoid conflict

Course Timetable

09:30 - 09:45 Coffee & Course Objectives

09:45 - 10:15 Why do we naturally get on better with some customers than others? (Exploration of participants' feelings and level of comfort with customers and the level of rapport they think the customer shares with them. What are the consequences to the business?)

10.15 - 10.45 Two sales calls; what worked well? And what didn't? (Pre-recorded video of two sales presentations, followed by discussion)

10.45 - 11.30 Which of these customers do you feel most comfortable with? (Pre-recorded videos of customer interviews, followed by discussion. Who would you get on with? Why?)

11.30 - 11.45 What's your preferred communication style? (Participants complete short questionnaire to learn their own behavioural style)

11.45 - 12.30 The Rapport Model (Introducing the four different styles of customer behaviour and it's importance in the sales process)

12.30 - 13.00 How to use the Rapport Model to influence customer decisions (Pre-recorded videos of customer behaviour to deepen the understanding of what is important to the four different styles of customers)

13.00 - 14.00 Lunch break

14.00 - 14.45 How to use the Rapport Model to identify a customer's style (Participants get to use their new-found knowledge by interviewing a 'customer' to ascertain his communication style, using the Rapport Model)

14.45 - 15.15 Doing business the customer's way (Working outside your comfort zone - your first chance to practice!)

15.15 - 15.45 Other ways of using the Rapport Model with customers (Applications for telephone, email and presenting, as well as how to use it to deal with tension and stress in the sales process)

15.45 - 16.30 The power of using versatile behaviour to influence customers (If the Rapport Model is the tool, then Versatility is the skill of using it. Planning and skill practice session to change behaviours to get successful outcomes)

16.30 - 16.45 Summary and close