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Interpersonal Selling Skills

Who Would Benefit

The Interpersonal selling skills training course is designed for people in sales or business development roles, who want to employ a consultant style approach to how they engage with and manage client relationships.

This training course would benefit all managers who are looking to develop a natural and more informal style of coaching. Delegates will focus on techniques to help others achieve their personal and professional goals in a variety of everyday work situations

Course Description

This interactive training course will explore in detail the interpersonal skills which are so vital for persuasion, gaining agreement and developing a mutually beneficial client relationship. The course will examine a wide range of interpersonal or ‘human’ skills which will enable salespeople to build rapport, interact socially, convey personal credibility and influence with subtlety.

CPD Points: 12
Training Course Category: Sales
Training Course Duration: 2 days
Training Course Location: Virtual, online or classroom-based

Learning Outcomes

Understand the key phases involved in engaging with clients
Prepare thoroughly for a client meeting
Build rapport quickly with a range of different personality types
Effectively explore the wants, needs and expectations of a client
Confidently handle objections & gain commitment
The Programme Includes:
The persuasive process – 5 key phases
Preparing for the client meeting – The A.I.M. method (active info-intention-mindset)
Engaging a client ~ finding social links, matching tempo and body language, making observations
Exploring skills ~ 7-stage questioning process Convincing technique
The F.A.B. formula
Applying FAB to your businesses offerings and solutions
Gaining agreement – tips and practice
Converting objections
Committing a client ~ Noticing buying signals
Building rapport quickly and easily with clients
A.K. – appealing to thinking styles
Unconscious influence ~ Cialdini’s 7 laws of influence