$548.90

Practical Emotional Intelligence for Salespeople

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Allara Learning

Level 6, 45 Clarence Street

Sydney, NSW 2000

Australia

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Refunds up to 30 days before event

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Practical Emotional Intelligence for Salespeople


Develop your emotional intelligence with behavioural expert and author Chris Golis.


Practical Emotional Intelligence for Salespeople has been specifically designed for organisations looking to increase the competitive edge of their salesforce.

This one-day course is ideal for those looking for an effective selling and negotiating training program that will dramatically increase sales representatives' business development success rate. Unlike other programs that are limited to two or three personality styles, Practical Emotional Intelligence for Salespeople uses the Humm-Wadsworth system of Seven Temperament Components to satisfactorily analyse prospects and clients.

By the end of the seminar, participants will be able to recognise the Seven Components, adapt a sales presentation, tailor the benefits of their own products and services, know what objections are likely to occur and which closing technique will work best and why. Participants will also learn which personality types that they naturally alienate, and what behaviour they should modify.

Participants also receive a comprehensive workbook and a signed copy of Chris Golis’ Empathy Selling: The New Sales Technique for the 21st Century.


Course structure

PSAQ
All participants complete the PSAQ (Personal Style Assessment Questionnaire) which is a subjective test to establish their dominant and weaker components.

The 7 Core EQ Components
Each of the seven components is covered in a twenty-minute module. The material is reviewed using with several exercises.

TOPDOG
Participants learn to develop empathy by six clues: Talk, Organisation, Position, Dress, Office and Gambit.

Video Case Study
The decision-making process for different personality types.

Presentation Strategies
Why certain strategies work with one component and not with others and what are the best strategies for each component.

Objections
What objections to expect from each component and how to answer the objections and at the same gaining emotional commitment.

Closing
Which of the seven commitment techniques works best.

Video Case Study
A visit to seven managers.

Personality Dissonance
Potential alienation. What are the risk groups for each component?

Video Case Study
Personality Dissonance in sales calls.


Your presenter

Chris Golis’ career started with IBM in 1967 after he graduated from Cambridge University where he studied Economics and Psychology. Chris then did a full-time MBA at the London Business School graduating with a distinction.

On the advice of his tutor, the well-known management author Charles Handy, Chris became a salesperson with ICL Australia. There he first learnt about the Humm, which is the only profiling technology that analyses a person's temperament in terms of seven core emotions. Chris subsequently used the Humm very successfully in his business career which ranged from a salesperson to a general manager, merchant banker and 25 years as a venture capitalist. During this time, Chris was a director of some 30 companies where he gained a solid and practical grounding in dealing with people, particularly in high pressure, conflict situations.

Chris has written three books: The Humm Handbook: Lifting your Level of Emotional Intelligence, Empathy Selling - The New Sales Technique for the 21st Century, and Enterprise & Venture Capital – A Business Builders' and Investors' Handbook, now its fifth edition.

Chris has developed keynote talks and workshops training over 20,000 people in the application of Practical Emotional Intelligence in the workplace. Chris’ clients include Citicorp Asia, New York Institute of Finance and PwC.

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Date and Time

Location

Allara Learning

Level 6, 45 Clarence Street

Sydney, NSW 2000

Australia

View Map

Refund Policy

Refunds up to 30 days before event

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