Course Descriptions

__MSI/Canterbury | Sales and Persuading Skills
__Selling Through Active Listening and Non-Verbal Communication


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

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