PROGRAMME OVERVIEW
At The Heart of Selling
…an emotional intelligence pathway to successful selling
“YOU ARE WHAT YOU SELL” is not a cliché; it is a fact.
In a Sales Process, everything a Sales Person is doing is simply “relational, thus Emotional.
The real selling skills is the ability to manage prospects towards purchase and the distance between Prospecting and “Closing a deal” is filled with several Emotional Bullets; any sales person who lacks Emotional Intelligence will not be able to sell successfully. How Prospects or Customers “feel” about a Sales person go a long way to determine their purchase or repeat purchase. This course will equip your people with key Emotional Intelligence Skill as it relates to every stage of the Sales Process
Who should attend
Sales Managers
Sales and Marketing Managers
Sales Team Leads
Programme Fee
₦ 75,000 Per Participant Group pricing is also available
Duration
2 Days – Modules can be adjusted to fit your time and need.
Learning Outcomes
After this course participants will be able to:
- Recognize and understand their personality, what informed who they have become, how it influences their sales success and the effect on prospects and customers.
- Become aware of their Emotional Quotient, how it affects their day to day sales result and further more begin to increase it.
- Begin to effectively manage and regulate their emotions to make sure emotions don’t disrupt their behavior and vastly increase their productivity.
- Understand prospect’s feelings when interacting with them and become a trusted person in their network for a more healthy business relationship.
- Understand prospects and customers’ needs systematically and respond accordingly to get maximum results in their interactions with them.
- Establish rapport with prospects and customers to improve the effectiveness of their communication
- Become aware of the Emotional Bullets that flies when relating with customers and become equipped to deal with them.
Module 1: i–FACTORY PERSONALITY MODEL
•The Journey of “YOU”
•Why YOU act the way you do
•The Variables that Defines YOU
Module 2: DEFINING AND ANALYZING “EMOTIONS”
•Understanding Emotions
•Emotions and Action Dynamics
•Levels of Emotional Competence
•The KCG Emotional Intelligence Model
Module 3: THE CORE OF SELLING
- Value at the Core
- System at the Core
- Numbers at the Core
- Empathy at the Core
Module 4: SALES I-FACTORY PROFILING
- Aligning Personality and Sales Process
Module 5: AT THE HEART OF PROSPECTING
- Optimizing Prospecting with “Know Your Self” competencies
- Optimizing Prospecting with “Choose Your Self” competencies
- Optimizing Prospecting with Social Awareness
- Optimizing Prospecting with “Give Your Self” competencies
Module 6: APPLYING KCG SUCCESSFULLY
- KCG application in Sales Meeting
- KCG application in Sales Presentation
- KCG application in Negotiation
- KCG application in Handling Objections
A CROSS SECTION OF OUR CLIENTELE
Contact us for this in-plant training
