SOCIAL STYLEsm for Salespeople
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The TRACOM Group™ has developed Interpersonal Skills Training specifically for Salespeople.
In any type of workplace interaction, strong interpersonal skills are very important. But for individuals in sales, the ability to effectively communicate with the customer and to gain their respect and confidence is absolutely critical.
To be successful with a client, a salesperson must first understand the customer needs and preferences, and then address them. Sales professionals who can adapt their selling style to the buying needs and preferences of their customers have stronger, more influential relationships with their customers.
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The steps for improving sales effectiveness with Versatility are based on basic SOCIAL STYLE and Versatility concepts. In other words, you must Know Yourself, Control Yourself, Know Others, and Do Something for Others.
As a result of TRACOM's SOCIAL STYLE Training1:
- 92% of Salespeople developed more positive customer relationships
- 87% of Salespeople increased their ability to influence or persuade customers
- 79% of Salespeople improved their ability to gain ongoing sales
- 58% of Salespeople closed sales that they otherwise might not have
The application of SOCIAL STYLE and Versatility concepts and techniques can help you throughout the sales process to more effectively plan and prepare. This program will assist you in identifying the SOCIAL STYLE of your customers, how your style interacts with your customer's style and the ABC's of supporting your customer's style need.
TRACOM also offers products for Managers and for a Universal Audience.
Download a whitepaper about Interpersonal Skills and Sales Performance.
Download TRACOM Sales Products Brochure
Request TRACOM entire Product Catalog
Sales Products Available
Guides
Courses
SELLING TO ACHIEVE RESULTS IIsm (STAR II) Courses are available in either a one-day or two-day program. The courses include presentations, videos, exercises and more. Each course offers a facilitator guide that provides step-by-step instructions on how to deliver the programs.
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STAR II One-Day Course is a conceptual program packed with in-depth information based on the SOCIAL STYLE Model and its application to sales relationships. Salespeople will learn how to identify the SOCIAL STYLE of their clients and how to anticipate and react appropriately to their behaviors. The second half of this course teaches salespeople Tension Management, providing techniques for reducing or increasing tension to achieve the optimal level of productivity within meetings or phone calls.
Download TRACOM STAR II One-Day Course Information Sheet
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STAR II Two-Day Course provides salespeople with all of the conceptual information in the one-day course and then an additional full day of exercises and instruction on techniques to increase retention and usability of the model. Salespeople will learn how to gain endorsement from their clients and prospects, improve key sales relationships, and use the ABC MODELsm for selling (Actions Toward Others, Best Use of Time and Customized Approach to Decision-making).
Download TRACOM STAR II Two-Day Course Information Sheet
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Assessments and Profile Reports
TRACOM offers SOCIAL STYLE assessments for a sales audience. These assessments are available in self-perception or multi-rater form. Click here to get information on all of TRACOM's assessments and profiles.
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The SOCIAL STYLE & Versatility for Selling Profile is an online multi-rater profile that provides detailed information about the salesperson's behavior as seen by others. It addresses the specific roles and responsibilities of a sales professional. This profile is normed for salespeople.
Download Sample SOCIAL STYLE & Versatility for Selling Profile
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The Self-Perception SOCIAL STYLE & Versatility for Salespeople measures the salesperson's SOCIAL STYLE and Versatility using a self-complete online questionnaire. The report is unique to the roles and responsibilities of a sales professional and uses a norm of other sales professionals. It is available in versions for facilitated classes on non-facilitated self study. The Sales Concepts Guide is included with the profile.
Download Sample Self-Perception SOCIAL STYLE & Versatility for Salespeople
Take a Sneak Peek at TRACOM Sales Concepts Guide
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COMING SOON
The Multi-Rater SOCIAL STYLE & Enhanced Versatility Profile for Salespeople provides the most comprehensive picture of a person's SOCIAL STYLE and Versatility. It uses an online multi-rater questionnaire and provides a detailed report on the four components of Versatility - Image, Presentation, Competence and Feedback.. This report is specific to the roles and responsibilities of a sales professional. It is written from a salesperson's perspective and is scored against a sales norm.
Download Sample Multi-Rater SOCIAL STYLE & Enhanced Versatility Profile for Salespeople
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Books
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The AH HA's of Effective Relationships provides an engaging approach to understanding SOCIAL STYLE and the role that emotional intelligence (EQ) plays in the workplace. Research has shown that a person’s ability to understand, cooperate and modify behavior is a key factor in individual performance. These skills are at least as important as intellect, education and previous work experience.
In The Ah Ha’s of Effective Relationships, readers follow Alex Boden as he learns that his own success depends directly on how well he develops effective relationships with others. The authors use Alex’s self discovery and techniques that he learns to improve interactions and build better relationships to help readers understand and meet the challenge of interacting effectively with people who are important in their lives.
Buy TRACOM The Ah Ha's of Effective Relationships paperback book on Amazon
Buy TRACOM The Ah Ha's of Effective Relationships Kindle ebook on Amazon
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SOCIAL STYLE products are available in a variety of languages, French, German and Spanish to name a few.
Click here to access TRACOM's list and sample profiles in each language.
Click here to read TRACOM research on sales effectiveness.
Related Pages:
1 TRACOM Group. Highlands Ranch, CO. Salespeople 2006 survey.