Mayer Business Group, LLC

Helping Business Leaders Grow Their Employees and Their Bottom Line

Effective Selling

Most sales training tools and workshops focus on the process of selling and the features and benefits of products. What’s left out is the fact that selling starts with effective communication. Communication skills are the most under-rated skill set in most businesses. Yet as customers we appreciate sales associates who can “cut to the chase”, catering effectively to our needs and present only what we want or need to know, to make a buying decision. The workshop content is presented in three four-hour workshops.

• Selling styles
  
  The four basic communication styles will be analyzed and the strengths and challenges of each style discussed. Participants will compare and expand on their assessment.

• Buying styles
  
  The behavioral traits of each buyer have a profound impact on how he / she would like to see information presented and how he / she prefers to be approached. Needs of the four distinct buying styles are dissected in this segment.

• Adapting one’s style
  
  We will focus on how we can adapt our style to the customer’s buying style.

• Situational videos and role play
  
  
• Videos will highlight “un-adapted” and “adapted” interaction between a variety of buying and selling styles.
• “Adapted” interactions will be highlighted in role plays