05 Jul Sales Sprints 2018: It Takes All Kinds – What’s the Fluff About Soft Selling Skills?
This Month’s Webinar: It Takes All Kinds – What’s the Fluff About Soft Selling Skills? – 7-19-18
Learn how to influence, build relationships, gain commitments and improve communication by reading customer styles, understanding your sales style and adjusting your approach to be the most effective you can be. Have you ever wondered why you click with some people and not with others? Sales and service professionals are faced with the challenge of working with all different types of people. In this session, you will acquire skills to read others and adjust to what influences them most. You will see that by adjusting your approach to other people, customers and co-workers alike, you will increase your persuasiveness. You will learn how to identify buying and communication styles in your customers and will learn how to adjust to each during sales calls, product demonstrations and sales strategies. This course will help you connect with co-workers, customers and even family members by understanding the private logic and communication of each.
In This Session:
- Identify behavioral styles in others to increase persuasiveness and communication effectiveness
- Read styles in others and learn to adjust your approach
- Plan interactions based on style preferences
- Appeal to customers and co-workers based on the logic that is most important to them
- Avoid misinterpretation of reaction, intention and motivation of others
Highlights of Each Forum:
- Focused on a specific consultative selling topic and insights
- Learn key insights from certified CSC Coaches and CSC graduates
- Come with questions and leave with answers to drive your sales forward
- Open sessions for sharing ideas – insights from coaches and peers
- One hour in length
- Hosted by CSC Certified Coaches
- Held the third Thursday of each month beginning February 15, 2018
- 10:30AM-11:30AM Mountain
Subscription to Consultative Sales Sprints: No cost for SA members. $299./per year for yet to be members. Includes 12 forums – approximately one per month. Join as often as you like! Complimentary for CSC grads. Go to Salesassociation.org. Register for the webinar series, continue check out and enter promo code CSC2018.
Consultative Sales Sprints – Topics of Discussion (Subject to Change)
Topic |
Date |
| Consultative Selling Real Time – What Does it Mean Today? | 3-15-18 |
| Get in the Game – Negotiating for Impact | 4-20-18 |
| What’s the Problem with Objections? Part One – Getting Beyond Stalls and Resistance | 5-17-18 |
| What’s the Problem with Objections? Part Two – Converting Skepticism, Indifference, Opposition and Financial Objections into Sales Decisions | 6-21-18 |
| It Takes All Kinds – What is the Fluff About Soft Selling Skills? | 7-19-18 |
| Service From the Inside Out – Tap Into the Full Strength of Your Team | 8-16-18 |
| Expanding Your Business- Make Contacts Count to Maximize Sales Efficiency | 9-20-18 |
| Communicating with Style | 10-18-18 |
| Convincer Strategies – Gain More Commitments with Advanced Sales Psychology and Persuasion | 11-15-18 |
| What’s Getting in Your Way of Gaining Commitments? | 12-20-18 |
| Quantifying Value – The Nine Value Points You Can’t Afford to Miss | 1-17-19 |
About Your Facilitators
Consultative Sales Sprints are led Certified Consultative Sales Coaches. The forums begin with a presentation of the topic of focus followed by opportunity for discussion and coaching around real sales issues.
Marcia Gauger is the Chief Learning Officer (CLO) and founder of Impact Sales Training, LLC. Marcia is co-developer of the Sales Association’s Consultative Sales Certification (CSC) program, which is nationally accredited for producing sales performance and results.
Marcia’s background includes close to three decades of sales and sales management, coaching, and training experience. Marcia has worked with thousands of individuals worldwide in classroom and virtual settings. Marcia is dedicated to helping others achieve their full performance potential and contribute to the results of their organizations. She has authored hundreds of proprietary training programs and holds several copyrights and trademarks.
She is a resident of Wisconsin and holds degrees in Communication and Marketing from the University of Wisconsin-Whitewater and a degree in Adult Education from St. Francis Xavier University in Nova Scotia.
Tom D’Agostino is the Chief Consultative Sales officer for the Consultative Sales Academy and is a Master Coach (CSCC) of the Consultative Sales Certification (CSC) program. Tom brings over 35 years of insights into his coaching practice. Tom has extensive experience working with leaders and sales team members in several industries and specializes in logistics companies and technology. Tom builds close relationships with his coaching clients bringing practical insights and encouraging them to learn and grow.