Selling and Communication skills Dr Earl Stevens, October 2009

3. Sales Training

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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:

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Barriers to Communication

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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

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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