Effective Communication Skills PDF

Professional Salesmanship EFFECTIVE COMMUNICATION SKILLS By: Janette C. Carabeo Bataan Peninsula State University - Balanga Campus  BPSU - Balanga campus LEARNING OBJECTIVES: Develop effective commun...

Professional Salesmanship EFFECTIVE COMMUNICATION SKILLS By: Janette C. Carabeo Bataan Peninsula State University - Balanga Campus  BPSU - Balanga campus LEARNING OBJECTIVES: Develop effective communication skills to establish rapport, build trust, and understand customer needs in sales interactions. Master active listening and questioning techniques to gather information, uncover customer motivations, and guide the sales conversation. Create and deliver persuasive sales presentations that tell a compelling story and highlight the value proposition of the product or service. Learn how to handle objections and concerns professionally and effectively, turning them into opportunities to build trust and close deals.  BPSU - Balanga campus THE POWER OF EFFECTIVE COMMUNICATION Communication is the cornerstone of sales success. Effective communication builds trust, establishes rapport, and fosters understanding. Need Information It involves Recognition not just speaking, Search but also active listening and non- verbal cues. Triggering Sources of Factors Information It involves not just speaking, but also active listening and non- verbal cues. Role of the internet and Role of social media salespersons  BPSU - Balanga campus ACTIVE LISTENING: THE KEY TO UNDERSTANDING Active listening involves fully focusing on the speaker, understanding their message, and responding thoughtfully. It goes beyond hearing words; it's about Needunderstanding the underlying emotions and needs. Information Recognition Search Active listening builds Sources rapport, of shows respect, and helps you gather Information valuable information about your customer. Role of the internet and Techniques: Paraphrasing, social media summarizing, asking clarifying questions, and using nonverbal cues like nodding and eye contact.  CASE SCENARIO: BPSU - Balanga campus  BPSU - Balanga campus QUESTION: Which of the following is NOT a characteristic of active listening? A. Paraphrasing the speaker's words to ensure understanding B. Interrupting the speaker to offer solutions C. Maintaining eye contact and nodding to show engagement D. Asking clarifying questions to gain deeper insights  BPSU - Balanga campus QUESTION: Which of the following is NOT a characteristic of active listening? A. Paraphrasing the speaker's words to ensure understanding B. Interrupting the speaker to offer solutions C. Maintaining eye contact and nodding to show engagement D. Asking clarifying questions to gain deeper insights  BPSU - Balanga campus QUESTIONING TECHNIQUE Questions are powerful tools for: Uncovering customer needs and pain points Need Information Guiding the conversation Recognition Search Sources of Factors Building rapport and Triggering Information demonstrating genuine interest internet and Role of the Role of social media salespersons  BPSU - Balanga campus QUESTIONING TECHNIQUE Types of Questions: Need Open-ended Information questions Recognition Probing Searchquestions Triggering Sources of Factors Closed-ended Information questions Role of the internet and Role of social media salespersons  BPSU - Balanga campus CASE SCENARIO: A salesperson is meeting with a potential client who is interested in upgrading their company's IT infrastructure. What types of questions can the salesperson ask to uncover the client's specific needs and pain points?  BPSU - Balanga campus PERSUASIVE PRESENTATION Persuasive presentations tell a compelling story that resonates with your audience. They should: Clearly articulate the problem your Need product or service solves. Information Recognition Search Highlight the benefits and value proposition Sources of Triggering Factors Information Use visuals, data, and testimonials to Role of the support your internet claims and Role of salespersons social media End with a strong call to action  BPSU - Balanga campus CASE SCENARIO: A salesperson is presenting a new marketing automation software to a group of marketing managers. How can they structure their presentation to be persuasive and engaging?  BPSU - Balanga campus STORYTELLING IN SALES Stories are powerful tools for persuasion because they tap into emotions and create a lasting impression. Use stories to: Illustrate how your product or service has helped others Overcome objections Make your message more relatable and memorable  BPSU - Balanga campus CASE SCENARIO: A salesperson is selling a life insurance policy to a young couple. How can they use storytelling to emphasize the importance of financial security for their family's future?  BPSU - Balanga campus HANDLING OBJECTIONS Objections are a natural part of the sales process. View them as opportunities to: Clarify information Address concerns Role of salespersons Build trust  BPSU - Balanga campus HANDLING OBJECTIONS Techniques in handling objections: Listen actively and empathize Restate the objection to ensure understanding Provide a thoughtful and relevant response Offer solutions or alternatives  REAL WORLD EXAMPLE: APPLE Apple's success is not just about innovative products; it's also about their masterful communication strategies. BPSU - Balanga campus  REAL WORLD EXAMPLE: APPLE BPSU - Balanga campus  IMPACT OF EFFECTIVE COMMUNICATION BPSU - Balanga campus