Introduction
Many people find it difficult to carry on a business conversation or undertake "small talk", but if you do it right, the payoff can be big. The late Mark McCormack, founder and chairman of International Management Group (now IMG) once said, "All things being equal, people will buy from a friend. All things being not quite so equal, people will still buy from a friend". So the first step to starting a potential business relationship would be trying to know the other party better. Yet, we cannot simply fire a barrage of questions at the other party. There has to be give and take. The simplest way to engage in this give and take would be to make small talk.
Art of Starting Sales Conversations discusses the whole process of making small talk from the rationale for making small talk, to making follow-up plans. The course will cover initiating a conversation, carrying on a conversation and exiting the conversation. Also covered are language tips, interpersonal skills and cultural awareness.
Learning Outcomes
Learning Outcomes - Develop Communication Skills to Start Sales Conversation
- Understand Impact of Casual Conversation in Sales
- Know the Essentials of Conversation Making
- Understand the Importance of Creating "The Moments" in Daily Interactions
- Develop Elevator Sales Conversation
Course Outline
Course OutlineDay 1
- Why, When and How to Start a Conversation – The Value of Small Talk
- Essential Sales Conversation Skills
- Creating Positive First Impressions – The First Few Minutes
- Understanding the Sales Communication Process and its Influence and Impact
- Establishing Credibility, Trustworthiness and Rapport
- Getting Attention and Giving Compliments – Conversation Starters
- Awareness of the Communication Styles of Different Races
- Elevator Sales Pitches and Casual Conversations
- Ice-Breakers Leading on to More Formal Business Discussions
- Go On, make the first move: Initiating a Conversation
- Sizing up the other party – what to ask?
- Starting conversation with opposite sex
- Joining an existing/ongoing conversation – Remembering names and contacts
- The Setting (office, cocktail party, conference) – Talk the Talk: Maintaining a Conversation
- Asking Questions and Active Listening
- Meaning of Gestures and Motions in Communication
- Mind Your Language: Language, Interpersonal and Cultural Tips
Who Should Attend
Who Should AttendEveryone who comes into contact with customers with the aim of establishing a business relationship.
The Trainer
Trainer's Profile
(Course will be conducted by one of the following trainers, Stanis Benjamin or Jace Chew)
Stanis Benjamin, Master Facilitator and Distinguished Toastmaster, is a motivational humorist and an accomplished speaker, consultant and trainer in the fields of business presentation skills, sales, communication, customer service, leadership and strategies for personal success. As a coach, consultant and keynote speaker, he has addressed many companies and institutions and helped senior executives, high-achieving professionals and beginners to reach higher levels of performance.
Stanis is a thought leader on how to create and sustain high performance. He combines theory with management practices to develop action-oriented techniques for building winning teams. He has been invited as an expert to speak on the topics "Behaviour Focused Communication and Humour in Presentations" and presented on Positive Business Minutes for News Radio 93.8.
He has gained excellent reputation for his work with human resource and training departments of numerous organisations to design and develop Sales, Personal Effectiveness, Leadership and Communication training programmes. Stanis brings with him over 15 years of training and coaching experience and is accredited as an Executive Leadership facilitator.
