Soft Selling Skills are often viewed as something that ‘cannot be taught’ and are consequently majorly overlooked by most Sales Trainers. At Frosch Learning however, we make the distinction between Goodness and Greatness and put this in to practice with our Internal Soft Skills Training.
Who is the Training For?
Our Internal Soft Skills Training is for anyone who is required to work with Prospects, Customers or Internal People, and needs to develop their soft skills in areas such as networking, building rapport and developing relationships.
What does the training do?
Training concentrates on improving soft skills of employees in order to ensure your teams remain ahead of your competition.
Pre Training Review
Training is most effective when it is relevant to the participant. For this reason, detailed case studies are developed by Frosch Learning and the appropriate Line Manager to enable the techniques covered in the Workshops to be practiced effectively. In this way the participants are able to maximise their potential.
Content of training
Although the content of the training will vary, from experience the programme is likely to look at areas such as:
- Researching and qualifying Prospects
- Profiling targets that will give the best results
- Making telephone appointments to Prospects that may not want to talk
- Getting to the decision makers early in the sales process
- Using social networking sites as tools to meet new Prospects
Networking at Events
- Identifying networks and what do to before the event
- How to switch new and existing contacts on. Ensuring the first few minutes of the meeting do not fall into the trap of following the basic industry norms.
- The first quarter of an hour- 6 key tips
- Working the room- 4 key tips
- After the event- 4 key tips
- Advanced questioning and listening skills
- How to maximize every lead
- The do’s and don’ts of developing relationships
- Building rapport through transactional analysis
- The different types of relationship we have with our contacts “Outsider”, “Supplier”, “Friend”, “Partner”
- The tools, tactics and techniques to become a partner
- How the strength of a relationship can be measured
Advanced Communication Skills
- Understanding that we all have perceptions and prejudices, for instance working with existing suppliers
- Developing the skills to break emotional ties
- Listening skills exercises to identify weakest areas
- Coaching on how to become a good listener
- Developing in depth skills in questioning technique and getting closed/ negative people to open up
- Practicing how to tailor presentations to the four motivational needs that Customers have
- How to use visual aids to maximum effect
- Communicating under pressure- Assertiveness training
- Body language – signs to watch out for
- Gaining an understanding of any personal communication difficulties and relevant techniques for self-improvement
Post training review
Each Participant will come away with an action plan for him/herself. Frosch Learning will then return to your workplace to ensure positive change. This will include individual recorded simulations followed by a detailed review and coaching session.
By the end of the programme, each participant will:
- Have significantly developed their networking skills and know how to use them to maximum effect
- Have developed best practice in the key areas of questioning, listening and influencing
- Clearly understand the how to build and develop relationships with Customers and Prospects
- Have gained a real understanding of any personal communication difficulties they may have and ways to further improve them