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Sales Communication Skills

A two-day workshop designed to assist sales staff to communicate effectively with both their clients and prospects.
Course: SLM003 Location: Shanghai
Duration: 2 days Check the Training Schedule

Sales Communication Skills

Course Description:

This course will benefit Sales staff that wish to take their communication skills to the next level.

Has it ever occurred to you that both your professional and personal success could be increased by being able to communicate with more clarity, ease and confidence? Professionally, this is likely to entail greater conversion of sales, better development of relationships, and better complaint management.

Imagine knowing that you can effortlessly get your message across and have the skills and strategies to influence and persuade people. Whether you are already a good communicator looking to gain a professional edge in sales or have a discovered need to improve in specific areas like relationship building or conflict resolution, this highly practical, interactive course will take your communication skills to the next level.

What the Seminar Will Help You Achieve:

- Develop your understanding and application of Empowering Communication Assumptions to increase personal power and impact
- Develop the visual element of communication and understanding how the way we see things, impacts the overall meaning of a message
- Master the OSCAR Model of Communication and using it to create strategies for communication success
- Use powerful communication to build a strong rapport with your subjects
- Learn the essentials of influential and persuasive language
- Develop your active listening skills, arguably the most significant element of effective communication
- Avoid criticisms of people and giving genuine approbation when appropriate
- Master command of the skills, tools and techniques to become effective and influential communicators, including practical empathy, effective listening, body language, questioning and rapport
- Participate in a series of enjoyable role plays and group tasks to cement your learning of the course milestones
- Transfer your improved communication skills in to direct conversion of sales and an increased ratio of success.

Course Format:

Through a combination of breakout sessions, group and individual work, interactive roundtable discussions and role-plays, and case studies. Delegates will understand the importance of effective sales communication.

Trainer will use practical examples and case studies to reinforce and expand the scope to cover applicable concepts for sales communication, and for a variety of different industries.

Pre-Course Questionnaire

In order to tailor this course precisely to your needs, the course leaders would value information on your knowledge, experience and requirements.

Who should attend?

Sales people, sales managers or any individual involved in sales-related and sales support areas who will actively engage with clients on a regular basis.

Your International Facilitator:

Kiran Patel, Facilitator – Apollo Consulting Group

Courses Specialised In: Sales, Negotiation, Communication, Leadership, Presentation Skills, Assertiveness, Coaching, Teambuilding, Influencing, Networking

Sector & Industry Experience: PR and Advertising, Telecom, Finance, Banking manufacturing, Hospitality, Education

Some Major Clients: ACCA, Deloitte, Ernst & Young, Ogilvy, Caterpillar Inc, Continental Airlines, General Mills Inc, HSBC, British Council

Testimonials

“Our finance department received great benefit from the recent series of workshops that you delivered. We look forward to continuing our support long - term.”

Denny Tang, CFO, Ogilvy & Mather Group, Greater Chin

Testimonials

“Thank you for your continued support of ACCA activities. Your trainings form an integral part of our Professional Development platform for ACCA members and students.”

Maggie Li, ACCA Marketing Manager, Greater Chin

Day 1

8:45 Registration & coffee

9:00 Welcome & Introduction

9:10 Energiser

An appropriate paired icebreaker activity will be chosen to energise participants for the session within the context of Communication.

9:20 What is Communication & Influencing Factors?

  • The process of how we communicate will be examined in detail
  • A relationship will be drawn between Communication & Sales
  • Models of Communication will be introduced and worked with
  • The ambiguities of communication will be made apparent with further exercises to demonstrate communication breakdowns and lost messages.

10:00 Communication Barriers

  • Exercises designed to highlight breakdowns in communication
  • A look at how the human body interprets communication according to a series of models
  • Finding solutions to overcome these barriers
  • Case studies will be used to analyse the importance of effective communication, and participants will assume roles within the case study to achieve a positive outcome

10:50 Morning Refreshments

Day 1

11:05 Perceptual Filters and the ‘Four Point Formula for Success’

This section will look at how we interpret messages according to some well respected theories from such luminaries as Dale Carnegie, Dr. Frank Luntz & Anthony Robbins.

Exercises will then demonstrate how these theories can be put in to practice for effective communication.

12:30 Lunch

14:00 Communication Assumptions

Participants will examine the common assumptions of communication before applying them though a series of fun group activities.

15:00 Perceptual Positions

  • During this session, participants examine a series of scenarios from a positional standpoint
  • They will develop the ability to see sales issues from the other person’s perspective, and tailor their communication to achieve best intended results.
  • Manage conflict and break downs in communications with clients and leads

15:45 Afternoon Refreshments

16:00 The Oscar Model Part 1

  • An introduction to the key elements that constitute the OSCAR communication model, which are Outcomes, State, Calibration, Awareness and Representational Systems

  • Employ state management techniques to ensure combination is positive in adverse situations.

17:30 Course Conclusion & Summary

Day 2

8:45 Welcome Back & Coffee

9:00 Re- Energiser

An appropriate icebreaker activity will be chosen to appropriately energise participants for the session.

9:10 The Oscar Model Part 2

Practical use of the state management techniques, employed under set situational experiences.
Develop personal ‘anchors’ to maintain an effectively balanced communication style.

10:30 Morning Refreshments

10:45 SMART Goals

  • Participants will use the SMART model to create positive, achievable communication goals
  • Participants will learn how to articulate their goals well
  • A range of simulated exercises and a relevant case study to illustrate the importance of setting communication goals

11:25 Building Rapport through Listening

Build trust and respect through maintaining good conversational skills (listening)
Have a go at a series of active listening exercises and a role play

12:30 Lunch

14:00 Questioning

Balance the use of both ‘Open’ and ‘Closed’ questioning skills and employ these when communicating within the sales process.

Day 2

14:45 Influencing through Persuasive Communication

  • Participants will look at a range of scenarios and adapt their communication style to be more persuasive within the set context
  • Employ Dr. Frank Luntz’s 10 Rules of Effective Communication
  • Develop the solid pacing and leading communication abilities
  • Tap in to your object’s ‘hot buttons’

15:20 Virtual Communication

Learn how to make maximum impact by communicating by phone, or other virtual means.
Hold a virtual sales meeting with a prospect.

15:45 Afternoon Refreshments

16:00 Providing Feedback

  • We will tone down massages to focus on positive aspects
  • Make feedback a constructive and non critical process
  • Deliver an appraisal to a member of your sales team

16:30 Sales Communication Skills for Meetings

A team exercise to demonstrate the importance of assertive but not aggressive communication, listening skills, leadership communication abilities (chair) and contributions under specific situations

17:15 Delivering Negative Messages

Delivering bad news is a challenge for most.
This section will be a practical task using the taught principles to communicate a negative message to your client effectively

17:45 Summary, Wrap Up

18:00 Conclusion of Day 2
 

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Earn credits from PMI
Apollo course participants can earn professional development units (PDUs) for attending the PMI courses through our partner Protrain China for all Project Management Program courses.

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