Relationship Selling and Understanding Social
Styles
| PROGRAM CODE |
SPRS-1 |
| PROGRAM DURATION |
1 day: 8:30 a.m. - 4:30 p.m. |
| WHO SHOULD ATTEND |
Salespeople and Sales Managers of all experience levels |
| PROGRAM OBJECTIVES |
- Provide participants with the knowledge and tools to be more
effective in selling prospects that have different personalities
from themselves
- Help participants to improve their relationships with sales
people and management by understanding and respecting their
different social styles
|
| PROGRAM CONTENT |
- The Concept of the Growth Curve and its application to sales
performance
- An introduction to the Social Style Matrix
- Determining "my own" social style
- Dimensions of social style
- An in-depth understanding of the four distinctive social
styles
- Recognizing social style
- Basic needs of each social style
- Priorities of each social style
- Decision making process of each social style
- The keys to building trust and credibility with a customer
- The THREE STEP SYSTEM to sell different social styles
- Effectively "closing" the four distinctive socail styles
- Non-confrontational approaches to dealing with aggressive
customers
- How to be a VERSATILE salesperson and adjust your social style
to be more effective with the social style you are dealing
with
|
| INVESTMENT INCLUDES |
- $325 / Participant (group rates available)
- Comprehensive text-based manual
- Hand-outs
- Coffee, tea, refreshments
- Lunch
|
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CLOSE OF THE
MONTH 
