Behavioural Sales Skills

This course enables you to:

• Understand that time is your most important resource in Sales, use it ineffectively and you often pay a price

• Avoid the activity trap, who does the managing - you or the clock?

• Appreciate that time you spend with prospective customers, who do not end up buying from you, is merely time wasted

• Know how to structure our tasks and activities so that they help us meet bigger goals

• Understand techniques professional Project Managers use to manage concurrent tasks

•  Plan meetings in detail and how to run an agenda so that you never run out of time before you have all the information

This course enables you to:

• See the shadow we create, that we can’t often see, but others can

• Acquire the right skills to gain peoples buy-in to you, your message and your products or services

• Develop awareness to understand how people think and feel as a result of your presence and actions

• Know why influencing people is a fundamental life skill and being an excellent influencer makes selling easier

•  Look at the essential skills to be effective at influencing people in sales situations

• Appreciate people are different, quite often not equal, and you need to have well honed skills in objectivity and diplomacy

This course enables you to:

• "Mummy if I drink my milk can I stay up?", understand that from our earliest days we learn that negotiating successful deals pays dividends

• Learn how to overcome objections, avoid rejection and negotiate deals that work for you and your customers

• Appreciate that negotiation takes place in our lives without us realising

• Know why when we couple making money with negotiating, our normal levels of confidence in our own ability can give way to doubt and apprehension

• Set up deals so there is no discomfort when closing them and buyers feel they are getting value with price being secondary

• Comprehend why sharing your objectives with customers to obtain buy-in is often the quickest way to close a deal

This course enables you to:

• Learn how to structure questions, listen actively for key points and make people feel comfortable so that they speak freely

• Remember we have two ears and one mouth and to use these in that ratio, especially when with customers

• Appreciate that listening is more structured than just hearing and getting accurate, timely information pays handsomely

• Know why your "talk speed" has a bearing on how easily you understand what is being said and indicates your emotional state as well as any stress you're under  

• Know how reading people's body language, when they are speaking, helps sales people verify the accuracy of information they are being told

• Consider some listening techniques used to encourage customers to continue telling you valuable information

This course enables you to:

• Understand why the right motivation makes people put their bodies through pain to climb mountains and end up with little more than a photograph

• Enthuse motivation into people to make them do what you want

• Know why our ability in motivating other people has a huge bearing on determining our ultimate success in Sales

• Understand where motivation comes from and, why once we have it, we are possessed to do things that other people may find insane

• Know how to rise up and meet challenges you set yourself

• Motivate people to do things we want them to, such as parting with their money and giving us a purchase order

This course enables you to:

• Learn gestures and postures people adopt with particular relevance to Sales situations

• Understand the different parts of the body used consciously, when you are aware of body language, and sub-consciously that speaks to your customers long before your voice

• Know the traps of body language and how to avoid people finding out that you are trying to read their body language

• Remember that self-awareness and observation in other peole are major components of body language

• Consider different levels of body language and behaviours as well as interpretations, at simple and complex levels

Please note this course is only available to purchasers of the complete set of all 20 courses or customers with Corporate accounts. It is a bonus for buying access to the entire library and cannot be purchased on its own.