Course Overview
Attending this course will help you master the art of forming meaningful relationships in both business and personal settings. You will gain a deeper understanding of connecting authentically with clients and peers by exploring customer-focused selling techniques, communication essentials like asking good questions and active listening, and the finer points of non-verbal cues.
The course also includes practical guidance on networking, such as remembering names, making small talk, and managing first impressions, ensuring you leave with the confidence to create positive, lasting impressions.
course outline
-
Focusing on Your Customer
- Learn what consultative selling (or customer-focused sales) is all about.
- Explore the efforts vs. results matrix and what activities can generate the biggest results.
-
What Influences People in Forming Relationships?
There are seven main things that influence people in forming relationships. We will discover those influences, and how you can ensure they are a positive factor in your relationships.
-
Disclosure
Joseph Luft and Harrington Ingham developed the Johari Window, a way of looking at our self-awareness and our ability to ask feedback of others. We will look at the Johari Window in detail during this session, and how disclosure can help build good relationships.
-
How to Win Friends and Influence People
One of the most popular books ever written was Dale Carnegie's How to Win Friends and Influence People. We will spend this session looking at some of its tips.
-
Communication Skills for Relationship Selling
The two most basic elements of good communication are asking questions and listening to others. We will cover both skills in depth during this session.
-
Non-Verbal Messages
Did you know that your words convey only 7% of your message? We'll discuss what the other 93% is made up of, and how you can ensure that your body is sending the same message as your words.
-
Managing the Mingling
During this session, we will discuss some tips on mingling, including ways to remember peoples' names.
-
The Handshake
During the important first few minutes of a new relationship, a handshake is usually the only body contact between two people. We will discuss and demonstrate the five key elements of a good handshake.
-
Small Talk
Being able to small-talk successfully is one of the most crucial skills a businessperson can develop, but it's also one of the hardest. We'll discuss some basic do's and don'ts of small talk.
-
Networking
Once you have started a network of business associates, how do you organize your contacts? We will answer this question to wrap up the day.