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2-DAY
IN-HOUSE
ADVANCED
COMMUNICATION SKILLS COURSE
Give
your sales people the edge by turning
them
into master communicators,
capable of influencing their prospect's buying
decisions without them even knowing!
Course
Overview
Just
imagine for a moment that a prospect has entered
your store and is interested in buying your product
- how do you know whether to cover all of the
features and benefits in detail or in brief? How
do you know whether to show him the product in
action or to tell him about it? How do you know
how he will ultimately make his purchasing decision?
- by an internal gut feeling he gets or because
his wife says so?!
Just
imagine that you are conducting a business 2 business
sale - how do you know whether your prospect wants
your product to achieve XYZ or to avoid a problem
he is currently facing? How do you know that what
he is telling you is the truth just by his eye
movements? How do you know what his preferred
learning style is of taking in the information
that you are presenting?
Well,
knowing all of the answers to the above seperates
the OUTSTANDING sales person from the AVERAGE.
All of
the above are examples of advanced communication
skills techniques.
This
is a 2-day in-house course designed to develop
advanced
communication
techniques and strategies for your sales people.
Influencing
your prospect to buy goes far beyond the actual
words that you say.
More
importantly it's how you say it and the way that
you act while you're saying it. It depends on
your prospect's view of the world and their preferred
learning style with regards to absorbing information
and what you say that will determine whether you
are successful in this area or not.
Effective
communicators can elicit all of the action signals
and communication strategies from a person and
adopt their style to make sure that their communications
are effective.
This
course is all about providing you with the communications
armoury for you to be able to communicate and
influence effectively with anyone and at any level,
it goes far beyond a beginners guide to communication
and focuses upon some more of the advanced communication
techniques available.
You
will learn how other people think and how they
prefer to learn and thus you will be able to tailor
your communications to maximize your effectiveness.
What
Will You Gain From the Course?
- Learn how to develop different
communicating strategies depending upon your
prospect's view of the world, their values and
beliefs.
- Understand favoured learning
styles of others and how to use this when communicating
- Learn how to build rapport
with anyone at anytime
- Learn how others absorb information
and the process they go through to make decisions
and to communicate
- Develop verbal and non-verbal
communication techniques
- Learn how to elicit thinking
patterns through eye movement
- Learn how to tap into another
person internal representation system
- Learn some NLP techniques to
influence and sway another persons point of
view
Sample
Course Content
Below
is an exact course content that we have used in
the past, it gives you a flavour of some of the
topics we will cover:
Effective Influencing
Communicating
with others
The communications process
Filter
Systems
What
happens to information when it comes in to our
brain
What happens to information for it to get out!
How
miscommunication occurs
Effective
Communications
What
makes up an effective communication?
The golden rules for effective influencing
How
people sort and categorise information
What
is a meta programme?
How
people sort information in their mind.
The 6 main sorting offices of the mind!
-
Towards and Away
-
Chunk Size
-
Sameness/Difference
-
Internal and External References
-
Reasoning
-
Decision Making
Internal
Representational Systems
What
is a representational system?
How people represent what you say into their own
language
Techniques
and strategies to communicate effectively with
people with different systems
Eliciting
thinking patterns through eye movements
How
to know what people are thinking by their eye
movements
How to tailor your communications by what you
see
How
to build rapport with anyone and at anytime
What
is rapport?
The 6 elements of rapport building
How
to give & receive feedback
The
principles of giving constructive feedback
The 8 techniques of how to give effective feedback
How to receive feedback
Action
planning & putting into practice
2
Day Advanced Communication Skills Course
Serono
is a global biotechnology leader with over 4,900
employees and worldwide revenues of USD 2.46 billion
and a net income of USD 494 million in 2004.
MTD
received a call from the Director of their Customer
Services Division who wanted to improve the selling,
influencing and communication skills of his staff.
He
didn't just want the "bog standard" communication
skills course.
Instead
he wanted to be "WOWed"!
The
Solution
We
put together a 2 day Advanced Communication Skills
course and delivered it at their Head Quarters
in Geneva, Switzerland.
We
also included some NLP techniques and Serono were
that impressed that they have rolled out and offered
our Advanced Communication Skills course to the
rest of their company!
Feedback
On
behalf of all the participants, I want to convey
our highest level of satisfaction on the course
we have received from your trainer. He was a MASTER
in communications and influencing, an excellent
coach and a very friendly person.
Our objectives have been exceeded!
I will propose to our Management to include this
course in the development plan for several other
key departments within Serono.
Thank you so much,
Luis Llull
Director Customer Services
Serono International
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