Index of Titles

Selling To Women and Couples
Personality Based Selling To Women & Couples
Consultative Selling Power
Customer Service With Class
Customer Service for In-Home Service Reps

Excellence In Life & Work

Negotiating Without Confrontation
Managing Relating & Communicating Styles
Managing Conflict, Stress, & Confrontation

Multitasking Management Skills
 
Powerful Painless Presentations
Silent Signals



Sharon Roberts' Popular, Profit-Building Seminar on . . .

Selling To Women & Couples

For Information: Call 972-596-2956 or e-mail info@sellingtowomen.com  

Hear what Sharon has to say about Selling to Women & Couples . . . also her keen insights on reading and interpreting those subtle, but important, "silent signals" that are sent to you and unconsciously by you!

Sharon's message will revolutionize your sales. By learning and applying the concepts covered in this seminar and you could rapidly boost your productivity and sales by 30% or more! 

Learn how to avoid the behaviors that send off alarm bells to a woman's "intuition" and cost you product and service sales. Gain revealing insights into what brain scans reveal about the differences in how men and women solve problems and make decisions. Discover how the powerful, profitable women's network can work for you. Learn how to avoid conflict and confusion when working with couples and teams. Sharon will demonstrate and explain the silent signals that you and your potential clients consciously or unconsciously use that speak much louder than words. You will also develop skills to adjust your silent signals to project confidence and trust.

Here's an outline of what Sharon will cover . . .

Critical Misconceptions About Selling to Women

5 Key Differences Between Women and Men

 · Communicating

5 Key communication differences
7 Effective questioning techniques to get to the real issues
10 Barriers to active listening 
2 Easy steps to break the barriers 

· Socializing 

Tips to benefit from the powerful, profitable women's network 

· Shopping

5 Key elements you must provide to get the sale 

· Reacting

5 Key Areas that impact her reaction 

· Decision Making 

8 Key points to the differences in the decision process

Brain Research - What We Know That Matters

 · What brain scans reveal

 · Key neurotransmitters in the brain

Trust

4 Steps to create the critical trust factor 

Challenges With Couples/Teams 

How to avoid conflict and confusion when selling products and services to couples and teams 

Guaranteed Behaviors to Cause Confusion and Distrust

12 Behaviors that send off alarm bells to her "intuition" 

Silent Signals

· Gesture clusters 
· Reading clues to discover the client's true frame of mind 
· Adjusting your own silent signals to quickly establish rapport and engender trust

Request Information
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© Selling To Women • Plano, TX • (972) 596-2956 • http://www.sellingtowomen.com/


Personality Based Selling to Women & Couples

Master the secrets of personality based selling and your closing rate will soar. In this advanced, skill-building seminar you will learn valuable techniques to quickly develop rapport and avoid communication “disconnects” that can kill the sale—whether selling to women, men, or couples. Discover how to see and hear yourself through the eyes and ears of the client. Learn techniques to avoid counter-productive and costly personality “misreads” that derail your message and cost you countless sales. Also, learn how to adapt your style to the client’s personality style, without appearing insincere and losing your personal identity.

- Topics -

  • Applying the Shaw Principle to Personality Based Selling

  • Characteristics and Behaviors of the Four Personality Styles

  • Understanding Your Own Personality Style and Comfort Zone

  • Quickly Assessing Your Client’s Personality Style and Comfort Zone When

  • Face-to-Face or Over the Telephone

  • Adapting Your Style to the Client’s Personality Style

  • Identifying What Each Style Values When Making Purchasing Decisions

  • Identifying What Irritates Each Personality Style—Avoiding Inadvertent Disaster

  • Adapting Your Style When Dealing With Couples and Differing Personalities

  • Understanding and Managing Personality Styles in Tense Situations

  • Understanding the Style-Related “Must-Haves” to Close the Sale

Includes: A Resource Guide and self-assessment for each participant.

Option: Five on-line peer/associate assessments on each participant.

Duration: 1-day

*Also titled Personality Based Selling to Women & Couples


Consultative Selling Power

Consultative selling is a solution-oriented approach to selling that focuses on satisfying customer want, needs, and desires rather than applying high-pressure tactics. Sales professionals will learn how to apply the consultative selling concepts and increase their sales to informed customers. The participants will practice their new skills using customized scenarios for the products and services they sell.

Establishing Rapport

Recognizing and understanding customer's lack of trust
Creating a climate of trust
Thinking from the customers point of view

Questioning/Listening

7 Effective questioning techniques to get to the real issues
10 Barriers to active listening
2 Easy techniques to break the 10 barriers & become an active listener
Buyers motivations

Silent Signals

Learn to interpret actions as well as words, “the real message”
Learn the signals you can send to project
openness, confidence and trust

Bridging the Gender Gap

Special considerations when selling to women
How to avoid conflict and confusion when selling to couples and teams

Recommending Solutions

Solution strategies
Managing concerns (objections)

Closing Strategies and Techniques

Managing your fears
Recognizing buying signals
4
Powerful closing techniques

 Supporting the Customer

Living up to the commitment after the sale
Managing dissatisfaction

Duration: 2-days.


Customer Service With Class

Owners, managers, customer service, sales, and service people will learn how to project confidence and professionalism, and be more diplomatic when dealing with people, including difficult people. Also, how to quickly and professionally resolve conflicts with internal and external customers. These strong customer service skills put money on the bottom line, no matter what business you are in.

Developing High Performance Perceptions/Attitudes About Customer Service

3 Key perceptions that create high performance
3 Steps to shift your attitude to higher performance

The Power and Impact of Non-Verbal Communication

Body language, tone of voice and word choice
How you say it makes a greater impact than what you say
3 Easy techniques to control "not-so-positive" self-talk in difficult customer situations

Determining What Customers (Internal & External) Want and Expect

Communication from a woman's point of view and from a man's point of view
10 Barriers to active listening
2 Techniques to break the 10 barriers and become an active listener
7 Questioning techniques for major impact - and getting to the real problem

Techniques for Managing Difficult Customer (Internal & External) Situations

Techniques for gaining cooperation
How to express empathy while avoiding blame
7 "Never say" phrases
Positive, active words and phrases that please and sell
How to manage irate customers
How to manage rude and abusive customers
Pitfalls to avoid
How to let the customer save face

Avoiding Burnout

Techniques for avoiding burnout
Techniques for overcoming burnout

Techniques for Time Management

Techniques to manage chatty people
Techniques to manage internal operations that drain time
Techniques to manage personal time drains

Process Streamlining

Action Task Teams
Process Mapping

Duration: 1-day.


Customer Service For
In-Home Service Representatives

Did you know that 68% of customers leave because of the attitude of an employee? The only thing customers have to rely on when they come in contact with a service representative is what they see and what they hear -- their first impression. This seminar is designed to enhance your service representatives attitude and image, trust and communication with your customers. They will learn tips about the "little" things they can do to create a lasting positive impression and keep customers for life. This half-day seminar is presented in an upbeat, entertaining way, complete with rich content and guaranteed "take away" value.

Image

4 Key elements that form a lasting impression
19 Steps to score a winning impression in 2 minutes

Attitude

Thoughts, actions (behaviors) affect results (profits)
3 Key steps to self-management skills
How to preserve self-esteem and maintain a positive problem-solving attitude

Trust

4 Steps to creating the critical element of trust

Communication

From a woman's point of view and from a man's point of view
10 Barriers to active listening
2 Easy steps to break the 10 barriers and become an active listener
7 Questioning tips to get to the real problem
7 "Never say" phrases
Calming angry customers
5 Things you should always do to create a lasting, positive impression

Duration: ½ day.


Excellence In Life & Work

The Excellence in Life and Work workshop provides the tools you need to achieve your goals and live a purposeful life.  You will learn how to thrive in the face of change and uncertainty, how to transform personal and professional relationships, and how to sustain drive, energy and enthusiasm.  Your life will be forever changed by the skills you learn in this workshop—skills that will benefit you in your career as well as your personal life.

  • Challenging Your Perceptions

  • Playing Well With Others

  • Understanding How Your Creative Mind Works

  • Tapping the Power of Proleptic Thinking

  • Linking Thoughts, Perceptions and Attitudes to Behavior

  • The Dynamics of Vividly Imagining

  • Expanding Your Comfort Zones

  • Discovering Why I Do What I Do Not Want

  • Staking Your Claim

  • Affirming Your Goals

  • Infusing Life Into Your Goals

  • Sustaining Drive and Energy to Achieve Your Goals

  • Dwelling in Excellence

Duration: 1-day.


Negotiating Without Confrontation

This workshop is designed to give you the practical skills you need to represent your interests in tough negotiating situations. Skills that will help you hold your own without being intimidated by the confrontational style of the so-called “hard-nose” negotiator or the winner-takes-all style of the competitive negotiator. This workshop also covers contemporary issues, such as team-based negotiations and negotiating via e-mail. The concepts and methods covered in the workshop are reinforced through skill practices that simulate realistic negotiating scenarios.

Topics

  • The 3 Negotiating Levers

  • Reading & Understanding Negotiating Styles

  • Games That Adversarial Negotiators Play

  • Games That Competitive Negotiators Play

  • The Psychology of Negotiations - 12 Key Factor

  • Expanding Your Options

  • Critical Mistakes Made During Negotiations

  • Negotiating Tactics & Techniques

  • Staying Calm Under Pressure

  • Words & Tone of Voice

  • Giving & Taking Concessions

  • Telephone & E-Mail Negotiations

  • Competitive Bidding

Duration: 1-day.


Managing Relating & Communicating Styles

Develop expertise to immediately increase your interpersonal skills with people -- in both your business and personal relationships. Learn valuable techniques to quickly develop rapport and avoid communication "disconnects" with colleagues, customers, and suppliers. Discover how to enhance your skills to overcome barriers in both written and oral communication. Develop skills to accommodate different relating and communicating styles for enhanced team performance. Also, learn techniques to avoid counter-productive and costly personality conflicts.

Characteristics of Relating and Communicating Styles

Definition of directness (assertiveness) dimension
Definition of openness (task/people) dimension 

Communication Characteristics/Behavioral Styles

Communication style of directly-assertive/task-focused individuals (Directors) 
Communication style of indirectly-assertive/task-focused individuals (Analyzers) 
Communication style of indirectly-assertive/people-focused individuals (Relaters) 
Communication style of directly-assertive/people-focused individuals (Socializers) 

Identification of Styles

Body language
Tone of voice
Verbal cues
Written communication

Relating and Communicating Flexibility

Techniques for modifying style with Directors
Techniques for modifying style with Analyzers
Techniques for modifying style with Relaters
Techniques for modifying style with Socializers

Styles Under Stress

Priority differences
Getting your way
Responding to people
Dealing with details

Conflict Resolution

Techniques for resolving conflicts with Directors
Techniques for resolving conflicts with Analyzers
Techniques for resolving conflicts with Relaters
Techniques for resolving conflicts with Socializers

Duration: 1-day. (Half-day seminar format also available.)

Workshop includes a self-assessment and five peer/associate assessments per participant.


Managing Conflict, Stress & Difficult People
How-To Skills for Handling Emotional Situations & Difficult People

Nothing kills teamwork and saps productivity and enthusiasm like conflict and confrontation. Nor is anything is more distressing than trying to work with people who appear to thrive on conflict, strife, and confrontation . . . whether they be customers, co-workers, subordinates, or family members.  This timely workshop builds skills in dealing with these issues . . . stress, conflict, difficult people, confrontational situations . . . both on the job and in your personal life.

As an active participant in this workshop you will learn how to . . .

  • Uncover the hidden meaning in difficult encounters

  • Discover behaviors (yours and theirs) that incite reaction

  • Transform the cycle of conflict into cooperation

  • Interpret the spirit of intent

  • Deliver bad news

  • Turn emotions (yours and theirs) to reason

  • Recognize when stress is about to lead to "dis-stress"

  • Deal with stress effectively

Topics

  • Relating and Communicating Styles (Yours and Theirs)

  • Measuring Your Type-H Factor

  • Preventing Conflict Using Pro-active Communications

  • 5-Step Process for Dealing With Conflict

  • Interpreting the Structure of Difficult Encounters

  • Uncovering Motives and Intents

  • How to Be Heard and Understood

  • Bringing Out the Best In People At Their Worst

  • How To Preserve Your Dignity and Self-Esteem Under Fire

  • How to Mediate Conflict and Manage Stress

  • Dealing With the 10 Most Difficult Personalities . . .

  • The Tank

  • The Sniper

  • The Grenade

  • The Know-It-All

  • The Pseudo Know-It-All

  • The Yes-Person

  • The Fence-Rider

  • The Zero

  • The Can't-Do

  • The Whiner

Duration: 1-day.


Multitasking Management Skills

Multitasking has become the mantra of the new millennium . . . a term often accompanied by the cry of despair, "We've got to do more with less." If so, one thing's for sure . . . yesterday's tactics can't get the job done. "Piling it on and waiting to see what drops off" is a dangerous strategy.  Your customers will be left in the lurch every time!

This timely workshop addresses the multitasking reality head-on. During the workshop you will learn practical skills for managing multiple tasks and conflicting priorities. You will also learn tactics for coordinating multiple projects and juggling competing demands on your time and attention from multiple bosses. Rather than positioning multitasking as a condition to be avoided, this workshop builds on the advantages of multitasking by helping you coordinate your projects and tasks in such a way that the personal and professional challenges of working in such an environment are a benefit rather than a burden. Specific challenges pertaining to the participants' work environment will be discussed and a solution-convergence process will be used to identify practical suggestions for handling each situation.

Topics

  • Multitasking – The Opportunities, Challenges, Risks, & Rewards

  • Problems Associated With Multitasking & How To Deal With Them

  • Evaluating & Establishing Priorities – Performing an E-I Pareto Analysis

  • Getting Clear on Roles, Expectations, & Responsibilities

  • The 4 Domains Where Multitasking Can Occur

  • Managing Stress, Conflict, & Confrontation

  • Negotiating Skills for Multitasked Employees

  • How To Say "No" When Necessary

  • Delegating Techniques

  • Task Matching & Load Balancing Techniques

  • Managing Multiple Bosses

  • Tools & Techniques for Elevating the Visibility of Your Work Load

  • Identifying & Eliminating Time-Wasters

  • Assessing & Communicating the Potential Impact of Project Delays

  • Tips, Traps, Pitfalls, & Parkinson's Law

  • Leveraging Available Resources – Principles of Effective Networking

  • Words of Advice To Managers

  • Practical Exercises & Solutions To Specific Situations

Who Should Participate?
This workshop is geared for anyone who has to juggle multiple tasks and conflicting priorities under resource-constrained conditions. This may include individual contributors, project managers, program managers, and administrative support personnel.

Duration: 1-day.


Powerful Painless Presentations

You will learn practical skills to quickly design and develop a powerful persuasive presentation. This seminar emphasizes how to get and keep an audience's attention, how to present your message with confidence, clarity, and conviction whether to one or to hundreds. You will learn specific techniques to control nervousness and fear. Also, how to deal with "difficult" audience members. Presentations will be videotaped and coaching will be provided.

Designing and Developing a Powerful, Painless Presentation

Determining your purpose
Determining your response
Determining your role
Gathering information about your audience
The Listener's Rule
Openings - getting their attention
Criteria for evaluating and selecting ideas
The middle (discussion) of the presentation
Organizing patterns
Closing the presentation
Transitions
To script or not to script
Speech prompters
Visual aids and props

Delivering a Powerful, Persuasive Presentation

Uniquely you
Understanding and managing nervousness
Powerful non-verbal communication
Eye-contact
Gesturing
Your powerful voice
About accents
Presenting from a lectern
Presenting with a microphone
Presenting from a seated position
Making a great impression when introduced
How to introduce a speaker
The art of asking questions of your audience
Fielding audience questions
Dealing with difficult audience members

Duration: 2-days (Includes videotaping).

 


Silent Signals

Discover the "silent signals" that you and everyone consciously or unconsciously use that "speak" louder than words. Learn to "read" your internal and external customers through their actions as well as their words. Characteristics such as gestures, eye movement and mannerisms relay important information that influences perception, behavior and ultimately critical outcomes -- hiring decisions, or whether you gain a sale or lose it. It's vital to be aware and more importantly to interpret what those characteristics mean. Do they need reassurance or are they hiding something? What silent signals are you sending - openness and confidence or frustration and nervousness? Develop your skills to adjust your silent signals to project confidence and trust.

Gesture Cluster

Facial expression and eye movement
Walking gestures
Shaking hands
Posture
Personal space

Clues to Discover True Frame of Mind

Openness, cooperation
Acceptance
Expectancy
Readiness
Evaluation
Boredom, indifference
Defensiveness
Suspicion, secrecy
Rejection and doubt
Reassurance
Frustration
Anger
Self-control
Confidence
Nervousness
Embarrassment

Silent Signals and Relationships

Buyer and seller
Couples
Superior and subordinate

Duration: ½ day.


For information on seminars, speeches, or copies of Sharon's book,
"Selling to Women & Couples: Secrets of Selling in the New Millennium."

Call (972) 596-2956, or send an
E-mail message to:
info@sellingtowomen.com 



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