Communication
- 2. You are a Sales Person A sales persons job is not just generating sales, but generating loyal, engaged customers. The payoff for companies is enormous: A base of engaged customers assures sustained, profitable growth-predictability. The payoff for you can be enormous as well. Engaged customers become advocates for you and what you sell. Business with such customers is often at higher margins. And, engaged customers often help you sell other accounts. -Discover your sales strengths Benson Smith & Tony Rutigliano
- 3. So what leads to customer engagement? Is it products, marketing, service, follow-up? Well, yes, all of those. But what most contributes to engagement is how customers feel about their interactions with you and the other people in your organization. These interactions should result in customers becoming more confident, gaining a greater sense of you and your company’s integrity, developing pride in doing business with you, and, if you really do your job well, developing a passion for your products and brand. -Discover your sales strengths Benson Smith & Tony Rutigliano
- 4. Communication Is at the center of relationships Allows you to master perception Stabilizes your confidence Communication often engages customers
- 5. 1.People Person 4.Ask / Listen Person 2.Talking Person 3.Facts Person There are 4 attributes in evaluating a persons communication style.
- 6. People Person Ask / Listen Person Talking Person Facts Person 1.“Supportive” Likes to listen to people “ 4 different communication styles”
- 7. People Person Ask / Listen Person Talking Person Facts Person “ Supportive” Likes to listen to people 2.“Emotive” A stand out person Likes to talk Oprah “ 4 different communication styles”
- 8. People Person Ask / Listen Person Talking Person Facts Person “ Supportive” Likes to listen to people “ Emotive” A stand out person Likes to talk 3.“Reflective” Oprah Analytical Alan Greenspan “ 4 different communication styles”
- 9. People Person Ask / Listen Person Talking Person Facts Person “ Supportive” Likes to listen to people “ Emotive” A stand out person Likes to talk “ Reflective” Oprah Analytical Alan Greenspan 4.“Director” In Charge Likes the Facts Valerie “ 4 different communication styles”
- 10. People Person Ask / Listen Person Talking Person Facts Person Likes to listen to people A stand out person Likes to talk Oprah Analytical Alan Greenspan In Charge Likes the Facts Valerie Dominance Line “ 2 Measurement lines”
- 11. People Person Ask / Listen Person Talking Person Facts Person Likes to listen to people A stand out person Likes to talk Oprah Analytical Alan Greenspan In Charge Likes the Facts Valerie Dominance Line Stability Line
- 12. People Person Ask / Listen Person Talking Person Facts Person Likes to listen to people A stand out person Likes to talk Oprah Analytical Alan Greenspan In Charge Likes the Facts Valerie Dominance Line Stab ility “ Supportive” “ Emotive” “ Reflective” “ Director” Dominance Line
- 13. What Style are you? Supportive People who like to listen to people Emotive A person who stands out in a crowd Likes to talk to people Reflective People who are analytical and like facts. Director A person who would rather you get to the point. They want facts and to make a decision.
- 14. Create teams with communication Communication will give you the ability to create teams within your company. Communication will give you the ability to create teams within your customers companies. This will work but I can’t guarantee it will work with your family, I still can’t figure out mine. Communication Your customers Communication Your Family Communication Your Team Communication You
- 15. If you always do what you’ve done you will always, get what you’ve got! Now you can clap your hands and act like you liked this presentation. Glen Bernard