How to get Along with Everyone Ever Time

Overview

One skill that every sales professional needs to learn is how to adapt their communication and sales approach to each client or potential client individually in order to get the best results. In this interactive and thought-provoking training program on behavioral styles, we teach sales professionals how to adapt and modify their approaches to the specific behavioral styles of the clients they work with, in order to get better results, sell more and make more.

Objectives

  • To help people learn about their own style and their preferences in communication

  • To learn about the four behavioral styles and each style’s strengths and weaknesses

  • To learn and apply their understanding of behavioral styles to all forms of selling

  • To understand how to adapt their communication to each client’s individual style

  • To learn and understand behavioral styles in order to become a stronger and more effective sales professional

Program Outline:

Understanding your style

At the beginning of the training program, we have each sales person complete a behavioral style assessment in order to determine their individual preferred communication style. This particular exercise is a real eye-opener because participants finally realize why they prefer communicating in the ways that they do, and what they need to do differently in the future.

Interactive communication style exercise

Once everyone has taken the behavioral styles assessment, and each knows what their style is, we do an interactive training exercise where we divide them into groups and ask each of them to answer several questions about their individual style.

Style profile

After a debrief from each group, we then take a deep dive and look at the characteristics of each individual’s behavioral style, including their strengths, their areas that need improvement and their preferred methodologies for communication and selling.

Adapting your particular style to that of each client

We then have an in-depth discussion in groups about how each person can customize and adapt their communication to each of their clients by adapting their communication to each client’s particular behavioral style. Often at this point in the program, people realize they have been communicating in a way that was not effective with one of their clients because of their own and the client’s communication style, and learn what they can do to change it.

Analyzing your particular communication style

In this part of the program, we ask people to identify the strengths and weaknesses of their own style, and consider what they can do to adapt their style more effectively in the future.

Mapping your top client’s team

We ask each attendee to create a map of their top client’s team. By thinking through and identifying each team member and what that team member’s style is, you can determine the overall makeup of their team.

Action Plans

We wrap up the training session by asking each attendee to create a comprehensive action plan that covers how they are going to apply what they have learned.

Formats:

  • Option #1: One half day program

  • Option #2: (2) webinars

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