Created by : GRACE ID: C62174

Introduction The company has decided to train all head’s departments in an effective communication, negotiation and selling skills for send any one on selling missions.

Four Steps of Training Prepare Present Practice Put to work

Selling Techniques The 7 keys - Develop product knowledge Identify sales prospects Self-manage sales activities Present a sales solution Manage buyer resistance Secure prospect commitment Support post-sales activities

Prepare yourself for selling Good knowledge about the products and services Up selling Avoid using slang terms Sell benefits and configure value-added solutions Give customers variety of products and services. Building long-term relationship

Presentation strategies Oral presentation Discussions Questioning Using virsual aids in support

Presentation techniques COMPLETELY understand their needs Advanced language patterns Body language techniques to capture and hold the attention of the customer.

Communication Styles Assertive Communication Aggressive Communication Passive Communication Passive-Aggressive Communication

To get the information brainstorm with communication staff, talk to other departments, interview the chief staff executive, interview the board, talk to communication committee members, survey the membership, host focus groups, and query nonmembers.

Objectives of Communication corporate identity materials, including letterhead, logo, and envelopes surveys certificates and awards annual reports signage speeches invoices.

Communication Planning Communicating research Planning for communication Preparing your communication plan

How to Develop a Communications Plan give your day-to-day work a focus, provide you with a sense of order and control, help get the chief staff executive and staff to support your program, protect you against last-minute, seat-of-the-pants demands from staff and members, and prevent you from feeling overwhelmed, offering instead peace of mind.

How to receive feedback ? Questioning Maintaining eye contact Discussion Watching for body signals Avoiding destructive criticism

Evaluation techniques Written feedback Observe to the audience Monitored in a quality

Review effectiveness Implement techniques to review the effectiveness of your presentation Discuss reactions to the presentation from the participants Utilize the feedback gained from the audience to make changes and improve

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