Date post: | 30-Oct-2014 |
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Selling and Communication skills Dr Earl Stevens, October 2009
3. Sales Training
08/04/23 1
Communication in Business• Good communications are essential within a business if it is to prosper.• In any business, the communication of information is an essential part of three
key business activities:
08/04/23 2
Barriers to Communication
08/04/23 3
Overlooked Communications Skills• According to a UCLA study , the three V’s have
varying impact:
• Verbal (content) = 7%• Vocal (how you sound) = 38%• Visual (body language) = 55%• you need sizzle with the content!!
• Retention• we only retain 20% of what you hear• but you retain 50% of what we see & hear
08/04/23 4
Non Verbal Cues can Help “Influence” the Sales Process
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Cues for Sales Success
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Relationship Building Keys• Challenge is to...
• Quickly build rapport with new prospects• Positive, trustworthy, likeable
• Transforming personal relationship in business relationship in order to gather information and really understand the customers need and wants
• Management of relationship• Long term• Multiple relationship at one time
• Establish a Relationship Strategy• Adapt a win/win philosophy• Project a professional image – integrity• Practice different communication style • Become a problem solver
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END