| Selling
with IntegrityTM
 If
your sales are based on relationships, this
training is for you. The 12 interpersonal skills
of this seminar have impacted bottom lines as
indicated by research. Ask to see the studies.
Sprint telephone centers went from . . . 70%
of plan . . . [to] 140% after this training.
By setting the salesperson outcome, eliciting
needs and matching products to needs, the close
is as natural as breathing. The sophisticated
rapport skills of this seminar are especially
useful in sales.
Following
are the skills taught in Selling with Integrity™
Module
1: The Role of Perception in Sales
-
We
introduce the idea that each of us has
a perceptual preference: seeing, hearing,
or feeling and this perceptual preference
influences our thoughts, decisions, and
actions.
-
Build
skills in listening for the words one
uses, which often reflect the sensory
modality being used at a moment in time.
Module
2: Patterns: Audible and Visible Signs of Internal
Processes
-
Build
skills in recognizing the primary sensory
modality of someone else by noticing their
eye movements, gestures, and postures
and by listening to their voices.
-
Develop
sensory awareness of the patterns of the
other person(s) in any communication interaction.
Module
3: Outcomes
Module
4: Maps of Reality
-
Acquaint
participants with how people delete, distort
and make generalizations about information
and the consequences.
-
Increase
understanding of communication by acknowledging
that each of us is operating from our
own unique map of reality.
Module
5: Sensory Acuity
-
How
to interrupt your usual patterns of communication
in order to try out new behaviors.
-
Practice
seeing new patterns in your communication
partner.
-
Bring
to the conscious level useful information
which may have previously been overlooked.
Module
6: Rapport
-
Build
specific verbal and nonverbal skills so
students can gain and, if necessary, regain
rapport during an interaction.
-
Give
students a conceptual understanding of
what to do at the beginning of an interaction
so that a high quality information exchange
will result.
Module
7: Synergy of Six
-
Review
the information covered in the first six
modules.
-
Build
skills in recognizing, matching, and translating
sensory expressions.
-
Build
skills in recognizing and matching voice
qualities to build rapport.
-
Experience
the cumulative effect of using several
different skills in communicating.
-
Acquire
flexibility in behaviors during the communication
process.
Module
8: Super Questions
-
Learn
to recognize low quality information during
the communication process.
-
Acquire
a series of super questions to uncover,
recognize, and handle important information
appropriately to further the purpose and
process of the communication session.
Module
9: Stimulus-Response
-
Build
a conceptual understanding of Stimulus-Response
as a natural process of the brain.
-
Develop
an understanding that our life experiences
have set up patterns which can be changed
by the Stimulus-Response mechanism.
-
Build
sensory acuity in order to be able to
recognize nonverbal patterns for acceptance,
rejection, confusion, and understanding.
Module
10: State of Excellence
-
Build
skills in moving from a state of low resourcefulness
to a state of high resourcefulness.
-
Give
students an understanding of the use of
nonverbal associations when presenting
information and build skills for incorporating
them into verbal presentations.
-
Build
skills in planning a presentation so that
both verbal and nonverbal skills are used
effectively.
-
Develop
a new response to stressful situations
so that stress becomes a stimulus for
a State of Excellence.
Module
11: Metaphor
Module
12: Dovetailing
-
Give
students an understanding of negotiating
and influencing based on concepts and
principles developed from masters of these
processes.
-
Build
skills for utilizing these concepts and
principles in specific business situations.
Rapport
skills for clerks in retail stores could easily
improve sales by 19% or more, according to research
from American industries. Many customers
in retail stores go elsewhere because they perceive
clerks as unresponsive, rude, or disrespectful.
These behaviors on the part of store clerks
often go unnoticed by managers and may well
cost millions of dollars in lost sales.
Often there is little or no training for clerks,
who have never learned the power of establishing
rapport and have no idea how to create trust
and demonstrate respect with a stranger.
In one day I.D.E.A. seminars train clerks in
improved perception, eliciting needs, and rapport
skills—all of which improve the bottom
line.
90%
of seminar time is devoted to
Based
on Influencing with Integrity by Genie
Z. Laborde, 200,000 copies sold in six languages.
-
1
Day Introduction to Process Thinking
-
or
-
2
Days The Nitty Gritty
-
or
-
3
Days Integration
-
PREPARATION
-
RAPPORT
-
OUTCOMES—BENEFITS
-
OBJECTIONS
-
CLOSE
-
Module
1: Review of 5-Step Sales Process.
-
Understand
what details must be addressed in each step
of the process.
Module
2: Perception in Communication.
This
module focuses on the idea that each of us
has a perceptual preference—seeing,
hearing or feeling—and this perceptual
preference influences our thoughts, decisions
and actions.
Benefit:
To understand your customer's preferred modality
so you can speak your customer's language.
Module
3: Audible and Visible Signs of Internal Processes.
You
learn to recognize the primary sensory modalities
of others by noticing
their
eye movements, gestures and postures, and
by listening to their voices.
Benefit:
To know what's going on behind the words your
customer uses.
Module
4: Outcomes
You
continue to build your skills so you can state
desired outcomes which are specific
and sensory-based.
Benefit:
Don't oversell. Meet your customers' standards
so they continue to work with you in the future.
Module
5: Maps of Reality
Participants
learn how people delete, distort and generalize
information.
Benefit:
To understand the different realities your
customers perceive.
To
use customers' perceptions to gain closure.
Module
6: Integration
Practice
on your own past "hard cases" to implement
these skills in your thinking processes and
notice your success.
For
a personal overview of the seminar call Genie
Z. Laborde at 800.228.4069.
 
 The
average salesperson is satisfied with successful
numbers. Outstanding sales people want
more. They seek excellence in every
step of the sales process. Continued
success includes the quality of the relationship
that leads to the sale and that follows the
sale. The kind of success that breeds
success.
The
quality of your communication . . . Success
with substance relies on a superior ability
to communicate. Quality communication
requires highly refined perceptual skills.
The result of learning and applying these skills
leads to real understanding between the partners
in an interpersonal communication. These
are the skills that make up the curriculum of
Advanced Selling Skills . . .skills that can
enhance the quality of your success.
90%
of seminar time is devoted to:
Practice
• Practice • Practice
of skills in small groups.
Module
1: Review of 5-Step Sales Process.
Module
2: Perception in Communication.
This
module focuses on the idea that each of us
has a perceptual preference—seeing,
hearing or feeling—and this perceptual
preference influences our thoughts, decisions
and actions.
Benefit:
To understand your customer's preferred modality
so you can speak your customer's language.
Module
3: Audible and Visible Signs of Internal Processes.
You
learn to recognize the primary sensory modalities
of others by noticing
their
eye movements, gestures and postures, and
by listening to their voices.
Benefit:
To know what's going on behind the words your
customer uses.
Module
4: Outcomes
You
continue to build your skills so you can state
desired outcomes which are specific
and sensory-based.
Benefit:
Don't oversell. Meet your customers' standards
so they continue to work with you in the future.
Module
5: Maps of Reality
Participants
learn how people delete, distort and generalize
information.
Benefit:
To understand the different realities your
customers perceive.
To
use customers' perceptions to gain closure.
Module
6: Integration
Practice
on your own past "hard cases" to implement
these skills in your thinking processes and
notice your success.
Being
aware that bankers must sell and knowing how
to do it are two entirely different things in
the turbulent business and banking climate of
today. Each and every successful banker
must know how to
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