Target Population: Sales
representatives and sales management
Group Size: Up
to 20 participants
Length
of Program: One-half
to One Day
Course
Format: "How
to" techniques
and theory …Role
plays and discussions … Evaluative
instrument … Individual
and group exercises
The Need
Successful selling involves listening
to what the other party is "saying", verbally and
non-verbally. It also requires that the nonverbal message
being sent does not detract from, or contradict, the spoken
message.
Objectives
• To analyze and
evaluate participants' current listening skills.
• To identify and isolate specific listening problems.
• To identify communication preferences.
• To use key listening strategies as a sales tool.
• To analyze nonverbal communications in the sales environment.
Program Content
• Identifying and practicing
supportive nonverbal behaviors
• Pinpointing and eliminating inappropriate listening habits
• Using nonverbal cues to reinforce a message
• Using appropriate listening behaviors
• Identifying preferences for taking in, processing, and delivering
information
• Understanding how to take charge of a selling situation nonverbally
BACK
TO
Sales and Persuading Skills
