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Better Communication Equals Better Sales

March 12, 2012

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Would you change your behavior to achieve more sales?

If the answer is YES, keep reading.

In a conversation with a local business owner, he told me he felt that a big reason his sales representatives lose a sale is that they don’t listen. I suggested that a “Selling With Style” training program would help them win in sales and also achieve a greater degree of success in their personal and professional lives.

Specifically, this two-hour program, or a similar program for non-sales employees, called “Dynamic Communication” helps the owner or manager and his team:

1. Understand the benefits of applying a behavioral communication model.
2. Understand their own behavioral design.
3. Recognize, understand and appreciate others’ behavioral designs.
4. Adapt their behaviors for enhanced communication, understanding, and relationships.
5. Identify behavioral styles by observing tone of voice, words, body language, and pace.

Target Training InternationalPrior to the scheduled program, the owner and his team each completed the TTI Success Insights™ Sales report. This 23 page computer generated report gives Sales professionals and their managers a broad understanding of their natural sales style. The software analyzes and details the type of product they prefer to sell, how they handle sales presentations, as well as how they close and service their accounts.

At the training, each participant received a customized in-depth workbook that included the Sales Team Behavioral Style Guide, a DISC clue guide, a Behavioral Selling Skills guide, a Behavioral Skills Body Language Guide, and a DISC stress cube. I reviewed the value of applying a behavioral communication model to sales presentations, helped them understand their own styles, recognize and appreciate other’s behavioral styles and create strategies for sales presentations based on the behavioral design of their prospects.

When the training ended, they had identified the behavioral styles of current prospects, vendors and associates and created specific sale strategies for each. Months later, I checked back with the owner, and he confirmed that they were still identifying prospects by behavioral design and using the workbooks to identify the correct words and statements that would influence their prospects to buy.

Because they were listening to their prospects, their closing percentages had increased significantly.

To learn more about communication style, take the Success Insights assessment, or to book a Dynamic Communication or Selling with Style workshop, call Maryanne Preston at 239-851-6906  or  Visit

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