Communicating to Influence Buying Decisions

Adapt Your Selling Style to Maximize Sales Results

How do you effectively assert yourself in order to persuade others?

Develop your self-leadership, as well as assess and adapt to differing personality styles and values with CPSA′s Communicating to Influence Buying Decisions. This interactive program will teach you how to improve your communication style for maximum clarity to achieve greater sales results.

Who Should Attend

• Professionals at all levels of the organization who want communicate skillfully with their clients, prospects, and colleagues by adapting to different personalities, communication styles, and personal preferences.
• Past participants of CPSA′s Professional Selling, Strategic Account Management, Professional Sales Management, Effective Negotiating Strategies or Sales Coaching for Success

Sales Training Benefits

• Identify and adapt your own personality style to your buyer′s to maximize sales results
• Develop your ability to confidently use a variety of communication styles to solve problems
• Establish rapport to gain cooperation and acceptance of ideas
• Build trust and commitment on important values
• Apply communication skills that empower others and stimulate high performance
• Increase your persuasion skills through effective influencing techniques
• Understand client's needs for better service

Sales Training Content

Elements of Self-Leadership

• Identifying and understanding the values that drive you

Understanding Personality Styles

• Analysis of your self-perception questionnaire
• How your behaviour helps to establish rapport with others
• The decision-making process
• Knowing and adapting to personality styles when stressed and emotional

Risk Factors and Trust in a Business Relationship

• Fundamentals to build trust
• Golden Rules to encourage risk and maintain trust

Communication Skills

• The power to persuade as an influencing process
• From "No" to "Yes" – the constructive route to agreement

Goal Setting

• Eight goal-setting guidelines
• Time mapping
• Influencing difficult clients

Our participants say…

"The Communicating to Influence Buying Decision course increased self-awareness of current communication practices – celebrating strengths and identifying weaknesses. It provided clarity and objectivity in developing action plans for dealing with different communication behaviours. I thoroughly enjoyed the variety of learning experiences, structure and content. I’m looking forward to applying the knowledge learned!"
- L. Sedgwick, National Training Manager, KCI Medical Canada, Inc.

"The Communicating to Influence Buying Decision course related to not only work, but also personal experiences."
- M. Cutrone, Aluma Systems

"The insights personality will be useful for me especially in dealing with staff. The Communicating to Influence Buying Decision course opened my eyes on why some sales are lost."
- A. Bishop, PCCA

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