Productive Dialogue in Business - Training

Who Should Attend?

This training is designed for managerial and sales staff who wants to know how to communicate effectively. During this course participants will learn new and useful tools facilitating client - sales person communication.

Training Objectives

  1. What is an effective communication process – the most important information in every sales person job
  2. To what extend our communications is influenced by our beliefs and other ‘filters’ we tend to impose?
  3. The rules of good communications in business
    • Separating facts from conclusions,
    • Separating people from problems,
    • Paying attention to different aspects of understanding others; understanding other persons,
    • Features that make our communication and understanding effective.
  4. Test – Can you separate facts from conclusions?
  5. How customers transform communicated content:
    • Passing over,
    • Distort,
    • Generalize.
  6. How people (customers and sales persons) make their best decisions.
  7. The conclusions ladder as a tool for: releasing from thinking stereotypes, effective decision making in sales process
    • The conclusions ladder – further steps:
      • Omit details,
      • Interpretation,
      • Data verification,
      • Conclusion drawing.
    • Ways of utilizing the conclusions ladder.
  8. Effective statement making and inquiry process
    • How to ask in order to receive a valuable information,
    • Active listening,
    • Balancing statement making and inquiry process.
  9. Effective Dialog
    • Starting an effective dialog with a client,
    • Directions on how to have an effective dialog with a client,
    • Effective dialog killers,
    • How to overcome  dialog pitfalls and deadlocks in business conversation,
    • Transforming dialog into action.
  10. Communication barriers
    • Deciding for others,
    • Avoiding partner’s problems,
    • Abstraction leaps (according to Peter Senge).
  11. Summary Test – test your way of communication.

Training Structure

2 days training, interactive workshop.

Methodology

Active training (brainstorming, discussions, simulations, case analysis).

Language

English, Polish.