Training

Effective sales to different personality types

Target Audience:Sales officers, Sales managers, Client specialists, Key Account Managers Duration:1 day, 8 hoursProvider:Mercuri InternationalVenue:AEB Conference Centre, Moscow, Butyrsky val, 68/70 build.1, office 13Language:RussianCoach:Konstantin Shadrov
Konstantin Shadrov Konstantin Shadrov

Terms and Conditions

– The deadline for registration & payment is usually 5 days before the starting date of the course;
– Those who do not register and pay by the deadline will not be allowed to participate in the training;
– All payments are to be made by bank transfer;
– Once registration is closed, the fee is non-refundable.

Training objectives and advantages
Objective of the course is to develop sales skills in order to sell more effectively to clients with different personality types

Training program

  • 4P model «Personality types of clients». Testing the participants in order to determine the dominant personality type.
  • Characteristics of personality styles: Processor/Pusher/Player/Pleaser (behavior patterns, patterns of speech, body language, decision making style).
  • Exercises in order to determine personality style of a client (active listening skills).
  • Selling to clients with different personality types (What to do? What to avoid? How to influence? Recommendations for effective communication).
  • Exercises in order to «sell the idea» to clients with different personality types (persuasion skills using the verbal techniques).

Other key learnings:
- Your individual strength and weaknesses in communication.
- How you see yourself/how others see you.
- How to achieve goals using the strength of your personality type.
- How to present yourself.
- How to communicate with different personality types in the most effective way.

Methodology of training delivery
Interactive training with video materials, individual and group tasks and exercises