Accelerating Salesforce Effectiveness with The Versatile Salespersons.
Business Challenges Solved with This Course
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.
What You Can Expect From This Course
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.
The Versatile Salesperson features various performance application, reinforcement, and support tools. These additional learning components—pre-work, participant guide, application exercises, job aid cards, implementation guides, electronic reinforcement tools and performance checklists allow participants to fine-tune and apply new skills and behaviors on the job. After the workshop, Our Learning That Never Stops™ approach ensures skills learned in Versatile Salesperson will be transferred to day-to-day work practices with our extended learning follow-up for self-paced reinforcement.
Involving sales managers early on, and training them to coach for interpersonal versatility, is also fundamental to successful VSP implementation.
NuVue 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.
At the end of the workshop, participants are able to:
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