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Introduction to Sales and Selling with Emotional Intelligence
Are You A Natural Sales Person?
Activity Booklet - Emotional Intelligence and Selling
Sales and Selling with Emotional Intelligence - Learning Outcomes
The Relationship between Selling Skills and Emotional Intelligence Skills
Practical Activity: Developing a Unique Selling Proposition
Emotional Intelligence the Key to Success
Insight into Emotions
More about Emotional Intelligence in Sales Situations
Emotions in Selling
Emotional Drivers in Selling
Greed - What I Want to Gain
Fear - What I am Afraid I am Losing
Altruism - What Will Help Others?
Envy - What Others Will Gain Over Me
Pride - What Will be Good Choices?
Shame - What Will be Bad Choices?
Introducing Needs Based Selling
Pre-Call Objectives
The Importance of Empathy and Rapport in Sales
Uncovering Needs Through Conversations
Questioning Techniques in Selling
Using Features and Benefits to Satisfy Needs
Handling Objections
Some Techniques for Handling Objections
Practical Activity: Objection Handling Techniques
Handling Really Awkward Objections
Comfortable Closing
Using Probes in a Sales Call
Selling and Social Interaction Styles
Activity Booklet - Assessing your Social Interaction Style
The Driver Social Interaction Style
Booklet - The Driver Social Interaction Style
Selling to Drivers
The Expressive Social Interaction Style
Booklet - The Expressive Social Interaction Style
Selling to Expressives
The Amiable Social Interaction Style
Booklet - The Amiable Social Interaction Style
Selling to Amiables
The Analytical Social Interaction Style
Selling to Analyticals
Booklet - The Analytical Social Interaction Style
Lightbulb Moments Resource Cards - Engaging with Others
Selling and the Social Interaction Styles
The Stress Responses of the Social Interaction Styles
Practical Activity: Assessing the Social Interaction Styles of Others
The Ideal Behaviours for Ideal Interactions
Using your Understanding of Social Interactions Styles
Being Flexible with the Social Interaction Styles
Activity Booklet - Your Least Favoured Social Style
How the Social Interaction Styles use their Emotional Intelligence
Using Emotional Intelligence to Be Flexible with the Social Interaction Styles
Selling to Challenging Customers
Managing Anger and Frustration
Behavioural Responses Under Stress
Adapting to Disengaged Behaviour
Activity Booklet - Three Good Things
Concluding the Course with Two Important Questions
