If your sales are based on relationships, this training is for you. The 12 interpersonal skills of this seminar have impacted bottom lines as indicated by research. Ask to see the studies. Sprint telephone centers went from . . . 70% of plan . . . [to] 140% after this training. By setting the salesperson outcome, eliciting needs and matching products to needs, the close is as natural as breathing. The sophisticated rapport skills of this seminar are especially useful in sales.
Following are the skills taught in Selling with Integrity™
Module 1: The Role of Perception in Sales
- We introduce the idea that each of us has a perceptual preference: seeing, hearing, or feeling and this perceptual preference influences our thoughts, decisions, and actions.
- Build skills in listening for the words one uses, which often reflect the sensory modality being used at a moment in time.
Module 2: Patterns: Audible and Visible Signs of Internal Processes
- Build skills in recognizing the primary sensory modality of someone else by noticing their eye movements, gestures, and postures and by listening to their voices.
- Develop sensory awareness of the patterns of the other person(s) in any communication interaction.
Module 3: Outcomes
- Build skills to enable participants to state outcomes which are specific and sensory-based.
- Introduce the concept of dovetailing (win-win) outcomes as an intrinsic step toward gaining agreement.
Module 4: Maps of Reality
- Acquaint participants with how people delete, distort and make generalizations about information and the consequences.
- Increase understanding of communication by acknowledging that each of us is operating from our own unique map of reality.
Module 5: Sensory Acuity
- How to interrupt your usual patterns of communication in order to try out new behaviors.
- Practice seeing new patterns in your communication partner.
- Bring to the conscious level useful information which may have previously been overlooked.
Module 6: Rapport
- Build specific verbal and nonverbal skills so students can gain and, if necessary, regain rapport during an interaction.
- Give students a conceptual understanding of what to do at the beginning of an interaction so that a high quality information exchange will result.
Module 7: Synergy of Six
- Review the information covered in the first six modules.
- Build skills in recognizing, matching, and translating sensory expressions.
- Build skills in recognizing and matching voice qualities to build rapport.
- Experience the cumulative effect of using several different skills in communicating.
- Acquire flexibility in behaviors during the communication process.
Module 8: Super Questions
- Learn to recognize low quality information during the communication process.
- Acquire a series of super questions to uncover, recognize, and handle important information appropriately to further the purpose and process of the communication session.
Module 9: Stimulus-Response
- Build a conceptual understanding of Stimulus-Response as a natural process of the brain.
- Develop an understanding that our life experiences have set up patterns which can be changed by the Stimulus-Response mechanism.
- Build sensory acuity in order to be able to recognize nonverbal patterns for acceptance, rejection, confusion, and understanding.
Module 10: State of Excellence
- Build skills in moving from a state of low resourcefulness to a state of high resourcefulness.
- Give students an understanding of the use of nonverbal associations when presenting information and build skills for incorporating them into verbal presentations.
- Build skills in planning a presentation so that both verbal and nonverbal skills are used effectively.
- Develop a new response to stressful situations so that stress becomes a stimulus for a State of Excellence.
Module 11: Metaphor
- Build skills in analyzing situations and constructing metaphors for indirect communication.
- Build skills in using additional verbal techniques in presenting information.
Module 12: Dovetailing
- Give students an understanding of negotiating and influencing based on concepts and principles developed from masters of these processes.
- Build skills for utilizing these concepts and principles in specific business situations.