Managing Sales Resources
Two-Day Effective Sales Management Skills Workshop
Additional Modules
People Behaviour Styles
Effectively interacting with people is one of the most critical skills you need to master in today's highly competitive environment. Whether you're dealing with external clients or internal associates, the ability to communicate effectively is critical to your success. In this module, you will learn the many differences between people and understand the four categories of people behaviour styles (Analytics, Drivers, Expressives and Amiables).
Through the use of interactive clinics, you will learn:
- The characteristics of each behaviour style,
- How to determine which style best represents you, your clients, your peers, and others,
- The best way for you (based on your behaviour style), to sell or influence someone with the same or a different behaviour style, by modifying your behaviour.
The benefit of this workshop is to help you understand that people are different, and typically their behaviour falls into one of four styles. You will learn about the characteristics of each of the styles, and how to deal most effectively with people in styles similar to or different than your own.
Handling Objections
Whether you're trying to obtain a commitment from a client for a next meeting, to conduct a survey, submit a proposal, or get approval to start a project, you will probably encounter objections of some form or another.
When you get an objection, do you sometimes: become nervous? defensive? address the symptom instead of the problem? answer the wrong objection? And does the client like the process by which you attempt to handle their objection?
Interestingly, clients respond more positively and tend to remember over a longer term, the process by which you handled the objection, as opposed to your actual answer to an objection.
In this workshop, you will learn and practice a process for handling objections through the use of the 'CAT ACT' tool. This tool will help you uncover the real issue or objection, help you get a good answer to it, confirm resolution of it, and sometimes convert the objection into a benefit - with the client actually enjoying the process!
Consultative Relationships
The key to consultative selling is the ability to learn and deeply understanding the clients 'story' (issues, problems, future, wants, concerns, fears), in other words their NEEDS, before telling your 'story'. The better you are able to see the world through the eyes of your client, the better positioned you will be to help your client with their many needs.
Clients appreciate consultative selling. It helps differentiate you. You learn more non-obvious client needs. You get
to provide more added value to the client. It is more fun and fulfilling and you are more successful. To do this requires an in-depth understanding of the challenges, issues, changes and priorities in your clients industry, their enterprise, their department / workgroup, and their personal life. In other words, what their 'real-to-do-list' looks like.
In this module, you will acquire an understanding for 'Total Needs', 'The 3 Kinds of Needs', and participate in a clinic focusing on the clients' 'Personal Crank' and 'Real-To-Do List'.
