3. Sales Training - Selling and Communication skills

Selling and Communication skills Dr Earl Stevens, October 2009: 

Selling and Communication skills Dr Earl Stevens, October 2009 3. Sales Training 10/08/2011 1

Communication in Business: 

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: 10/08/2011 2

Barriers to Communication: 

Barriers to Communication 10/08/2011 3

Overlooked Communications Skills: 

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 10/08/2011 4

Non Verbal Cues can Help “Influence” the Sales Process: 

Non Verbal Cues can Help “ Influence ” the Sales Process 10/08/2011 5

Cues for Sales Success: 

Cues for Sales Success 10/08/2011 6

Relationship Building Keys: 

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 10/08/2011 7

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