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
Return to Index of Courses
© 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.
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
-
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.
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