Speed Selling Series: Module 3 Engagement

Speed Selling Series: Module 3 Engagement - 1 Day

Program Objective

Now that you have done the necessary in creating your pipeline of prospects and qualified those leads, you enter into the actual face-to-face phase in the selling process. This is the phase where most sales people either skip and go straight to presenting or they spend too much time it that it derails the purpose. If this phase is done incorrectly, it renders all the previous hard work in gaining the appointment meaningless. It also makes subsequent phases more difficult for you to achieve your purpose. You need to earn the trust of the prospect in order for you to find out their needs so that you can effectively present your products or solutions to match those needs. But, how do we ‘break the ice’ and build rapport? How do we gain their trust during the crucial first few moments when we meet them? How do we engage them so that they will tell us their challenges and their needs?

This intensive, hands-on, activity-driven program teaches skills that boost sales and profitability through increased understanding and effective implementation of the selling process. It helps sharpen the selling skills of even experienced sales personnel, empowering you to take advantage of every sales opportunity and aggressively expand your business professionally. By providing you with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create the greatest positive impact at every given opportunity when engaging with your prospects every time.


Speed Selling 3: Engagement focuses on the following areas:

  • Customer motivation
  • Influence in selling
  • Profile selling
  • Relationship building
  • Structured selling process


Learning Outcome

After completing the training, you should be able to:

  • Build relationships effectively
  • Create positive first impressions that last
  • Develop of perspectives
  • Maximize the effectiveness of every engagement
  • Understand and employ the communication process effectively


Course Outline

Our program outline encompasses the following modules:

Day 1:

Module 1: Overview

  • Context
  • What
  • The Communication Staircase model
  • Our
  • Barriers to communication


Module 2: Impression Tools

  • The 7 types of non-verbal communication
  • The 7/38/55 Rule in selling
  • Influence principles in selling
  • Seeking common ground
  • Personal to business transition


Module 3: Interpersonal Communication

  • Building credibility
  • The 4 Quadrant Communication Model
  • Identifying your personal style of communicating
  • Developing your style towards
  • Shifting into positive action


Module 4: Being Effective In Communication

  • Applying learning in relationship building
  • What others say and do and what is important to them
  • What we do more of when selling to others
  • What we avoid doing when selling to others
  • World café: Revealing our blind spots