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SOCIAL STYLEsm for Salespeople

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.

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

Improving Sales Effectiveness with Versatility Guides are booklets of information written in a stand-alone format. Guides can be used for self-study, incorporated into an independent course or distributed with SOCIAL STYLE courses as a take-away to increase retention.

TRACOM Sales Concepts Guide

The Concepts Guide teaches salespeople how to use SOCIAL STYLE & Versatility concepts to develop the interpersonal skills necessary to create effective and productive relationships with clients and prospects.

Download TRACOM Sales Concepts Guide Information Sheet

Take a Sneak Peek at TRACOM Sales Concepts Guide

Buy TRACOM Sales Concepts Guide

TRACOM Sales Applications Guide

The Applications Guide provides in-depth application of the SOCIAL STYLE Model™ and the model for Versatility throughout each phase of the sales cycle. This guide lays out the behaviors to expect from each client based on their SOCIAL STYLE and how the salesperson should "meet" those behaviors to obtain the most benefit from the interaction. Salespeople will also find key points to apply during The Open phase of the sale, The Body and The Close.

Download TRACOM Sales Applications Guide Information Sheet

Take a Sneak Peek at TRACOM Sales Applications Guide

Buy TRACOM Sales Applications Guide

 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.

TRACOM STAR II One-Day Course

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

TRACOM STAR II Two-Day Course 

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

TRACOM Sales Admin Kit

The Improving Sales Effectiveness with Versatility Admin Kit is a single resource to enable trainers and facilitators to quickly teach a sales-focused SOCIAL STYLE class. It provides relevant SOCIAL STYLE background, information about the SOCIAL STYLE, the SOCIAL STYLE Model™ and sales-specific assessments. It also includes recommended course content for two-hour and four-hour training courses.

Download TRACOM Sales Admin Kit/Facilitator Information Sheet

Take a Sneak Peek at TRACOM Sales Admin Kit

Buy TRACOM Sales Admin Kit/Facilator Guide

 Assessments and Profile Reports 

TRACOM offers SOCIAL STYLE assessments specifically for use with sales professionals.

Paper Self-Perception Questionnaires & Sales Concepts Guide

The Paper Self-Perception Questionnaires & Sales Concept Guide combines the Paper Self-Perception SOCIAL STYLE Questionnaire and the Versatility Questionnaire with a sales specific Concepts Guide.  Measure a person's SOCIAL STYLE and Versatility using short, self-completed paper questionnaires and teach SOCIAL STYLE concepts in a sales context. 

Download Paper Self-Perception Questionnaires & Sales Concepts Guide Information Sheet

Take a Sneak Peek at TRACOM Paper Self-Perception Questionnaires & Sales Concepts Guide

Buy TRACOM Paper-Self Perception Questionnaires & Sales Concept Guide

SOCIAL STYLE & Versatility for Selling Profile

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

Self-Perception SOCIAL STYLE & Versatility for Salespeople

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. 

Download Sample Self-Perception SOCIAL STYLE & Versatility for Salespeople

Multi-Rater SOCIAL STYLE & Enhanced Versatility Profile for Salespeople

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

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.