No one knows their salespeople’s strengths and weaknesses like you do. Are they good listeners? Do they accurately read their customers? Teach advanced active listening skills to develop your salespeoples’ sales skills and your bottom line! View the 12 listening skills topics.
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| Reading Body Language |
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Help your salespeople read the tell-tale signals of body language that are critical to closing the sale.
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| Establishing Climates To Listen |
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This topic also includes a Listening Test. The scores will be the baseline from which participants begin to improve their listening skills.
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| Managing Telling Tension – The Compelling Need to Talk |
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Discuss with your staff the emotions that cause both buyers and salespeople to feel the compelling need to talk. Show them how to manage it and delight buyers.
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| Drill Down Listening Skills |
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Buyers communicate using many abstract terms to describe needs. When salespeople listen and probe to clarify buyer meanings, they get the exact information needed to make the sale.
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| Understanding Disguised Communications |
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Buyers often disguise their real meanings. Teach your salespeople to “listen between the lines” when buyers talk and they will gain the winning edge.
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| Answering Buyer Questions |
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Seventy percent of buyer questions are loaded; that means buyers may consider a correct answer to be the wrong response for them. Caution your sales staff to avoid the “landmines” and stop losing sales.
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| Behavior Style Basics |
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Everyone has a favorable impact on some buyers and an unfavorable impact on others. This topic will help your staff to determine why and what to do about it. This topic is a companion to Implementing Versatility With Buyers....
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| Implementing Versatility With Buyers |
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Unique audio examples show your salespeople how to identify buyer Behavior Styles and how to adapt to each buyer’s needs. This topic is a companion to Behavior Style Basics. Please order both.
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| Understanding Thought Language-NLP |
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Buyers think in four different languages. The words they choose guide your salespeople how to respond in the right language to increase both rapport and sales.
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| Resolving Customer Complaints |
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Customers who complain may be trying to help you improve your products and processes. Coach your salespeople to respond appropriately and retain the customer. This topic is a companion to Dealing With Angry People. Please order both.
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| Dealing With Angry People |
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Demonstrate for your staff how to calm angry customers and convert them into friends. This Sales and service skill helps reduce customer bad mouthings. This topic is a companion to Resolving Customer...
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| Conversational Tools |
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Prepare your staff to use the sales tools that put buyers at ease and encourage them to provide the information needed to win the business.
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