Interpersonal Selling Skills



Objectives

This course provides an exciting insight into the four customer behavioural styles known affectionately as Bulls, Owls, Lambs and Peacocks. Each of these individuals requires the salesperson to adjust their behaviour and mannerisms to retain the Customer in their comfort zone. Participants will discover the skills, guidelines and role models to maximise effectiveness in building powerful relationships.

Target Audience

Highly recommended for all staff members.

Module I :

Demonstrates the reality that the silver bullet in both our business and personal life is the LIKE factor. We are more likely to do favours for people we like, vote for people we like, and all other things being equal, we are more likely to do business with people we like.

Module II: :

Introduces the concept of the 4 behavioural styles with 4 purposes:

  • To enable participants to understand themselves better.
  • To understand others (including customers) better and gain insight into their characteristics and motivation.
  • To build stronger relationships and avoid "toxic" relationships developing.
  • To assist in developing finely balanced teams.

Module III :

Provides an opportunity for participants to analyse their own behavioral style and gain valuable insight into the way they relate to others.

Module IV :

Introduces the 4 behavioural styles as customers.

  • Recognise the way each behavioural style likes to be approached in sales situations.
  • Communicate with each behavioural style.
  • Finesse the first meeting.
  • Predict the negotiating style and strategy each behavioural style is most likely to adopt.

Module V :

Challenges participants to test their ability to recognise and respond to the signals that indicate the way a buyer (or management), needs the salesperson to communicate to maintain a collaborative atmosphere. Toxic relationships between salespeople and potential Customers develop when the salesperson is either unaware of, or ignores, the platinum rule in selling; "sell unto others as they like to be sold unto".

Module VI :

Assists greatly in relationships with the participant's behavioural opposites. Toxic relationships develop when an individual is not aware of, or ignores, the need for flexibility in dealing with others. When any strength is overdone, it negates the value of self, others and destroys personal relationships. This module highlights the need for flexibility in the sales approach together with an understanding of others personal needs to ensure conversation without confrontation.

Module VII :

Allows participants to provide feedback to other team members on the way they view their behavioural style. This feedback is especially useful in understanding others personal needs and assisting the individual to recognise that not everyone may see them the way they see themselves. Participants will also be able to analyse the behavioural traits that are necessary for their current job role and compare the results with their behavioural style analysis. This module is often the catalyst in modifying individual's behaviour.