Even the most unique, innovative products and services have limited appeal on their own. To respond to customers’ business needs, interests, and priorities better than the competition, salespeople need to add value. This process begins with being able to quickly strike a chord with customers—to make them feel comfortable talking about real business issues. In other words, sales success is as much about the “how” of sales as it is about the “what” of sales. Simply put, today’s no-nonsense environment takes an agile salesperson with exceptional interpersonal versatility.
Researched and developed by Wilson Learning, The Versatile Salesperson (VSP) is built around the four-quadrant Social Styles matrix. Participants are profiled for their perceived Social Style and interpersonal versatility level, then learn how to identify others’ Social Styles and temporarily adjust their own to communicate more easily and effectively with others. During this 2 day workshop, participants will focus on the following key learnings:
Creating Sales Effectiveness
How to define the importance of Versatility and the benefits it can have on work.
How to “read” the behavior of different people in order to accurately identify their Social Style & how to recognize the effect of one’s own style on others’ behavior.
Reflect on Style Expectations
How to reflect on the expectations and preferences customers of the different Social Styles have for salespeople.
Modify Your Style
How to adapt working relationships with customers in order to meet their style expectations and preferences.
Mastering Style Modification
How to meet others’ needs and expectations by modifying style behaviors. How to use specific behaviors (pace, voice, body language, focus) to display greater versatility to improve relationships and obtain better results.
Dealing with Customer Tension
How to recognize other’s back-up behavior (fight/flight responses to stress). How to develop skills for dealing with customers when they are uncomfortable.
Enabling Improved Performance
The Versatile Salesperson (VSP) features various performance application, reinforcement, and support tools. These additional learning components—application exercises, job aid cards, implementation guides, electronic reinforcement tools, performance checklists, etc.— ensure that salespeople can hone newly acquired skills and behaviors upon returning to work.
Involving sales managers early on, and training them to coach for interpersonal versatility, is also fundamental to successful VSP implementation.
As a result of this program, participants will:
- Recognize the importance of Versatility in personal and business success.
- Learn an approach for using Versatility to improve sales effectiveness.
- Accurately determine their customers’ Social Styles and be able to approach them in the most appropriate manner.
- Describe the expectations and preferences for each style. Identify how these apply on the job.
- Find out how Versatility is interpreted by others.
- Communicate persuasively with each Social Style.
- Adapt their behavior to match customers’ behavior.
- Improve Versatility to build better relationships and influence others.
- Deal more effectively with customers who are experiencing discomfort during the sales process; create a plan for applying newly developed Versatility skills.
|Session Length:||2 Day Programs available|
|Participant Materials:||Participant Guide, job aid card, eLearning follow-up modules|
The 6 module VSP program is typically delivered in a classroom setting but can be delivered in a blended classroom and electronic approach. NuVue Business Solutions works with your team to identify your business needs to ensure the delivery of the program targets your business challenges and objectives. Program content can be customized based on your business model.