Tao of Selling Skills

Selling Skills are required for all and every one in their lives. Every individual though not being into sales profession has to sell himself or his thought processes to others for other to believe in him and his capabilities. This applies to husband and wife, partners, child to parent, parent to child, friends to each other, subordinate to boss and vice versa. Hence anyone who wants to be successful in life should know to sell himself very well.

The Yellow Spot designed selling skills training program focuses on this core human need of selling himself to others and hence have designed a in-depth selling skills training program for those who want to enhance their effectiveness in life as well in the profession of sales.

The program focuses on the core questions like:

• What does sales mean?

• Why do we need to sell ourselves? How can we become effective sellers? How do we overcome the fears we have of selling?

• How do we understand the buyer’s needs?

• How do we understand his psyche?

• What are the various techniques we can sell?

• What is the math behind the sales numbers?

• How do we overcome the objections mentally and emotionally?

• How do we respond to these objections?

• How do we handle failure?

• How do we close the sale effectively?

 

Our selling skills program will be delivered considering the above questions and will be a mix of role plays, simulations, assessments, games, small group activities and presentation. Audio visuals will also play a role in helping our visual learners learn these skills effectively. The way we differentiate ourselves is by conducting a thorough needs assessment before the program so that we get an opportunity to customise and cater to the individual needs of our participants.

This initiative makes our sellingskills program unique.

Even at the end of our program we wind up with through action plans which can be reviewed at a later stage.

Our interactions with our participants are highly personalised and this how our programs become more meaningful.

Selling skills training is generally a 2 day program to be able to maintain effectiveness and is conducted in a spacious environment to be able to create and maintain the right environment for the workshop.

Enrol in our 2 day program and become an ace sales professional.

Looking at the Transactional Analysis perspective of Effective Communication Skills Training

As a part of our Effective Communication Skills Training we offer an insight into Transactional Analysis, a very interesting subject I must say! It offers deep insights into the various ways we behave depending on which state we are acting out of at that point of time.

Let me give you a brief about ego states in Transactional Analysis so that you get a taste of an EffectiveCommunication Skills Training.

What do you think the term Transactional Analysis means? Am sure it’s pretty simple to guess considering that the words used spell it out quite well! It means an analysis of transactions. So who are these transactions between? It’s between two individuals and as you go deeper into Transactional Analysis you will realize that it also points towards the transactions that an individual has with him/ herself.

As per the theory, each of us typically operate out of three states throughout our lives. One is the child state, the second is the adult state and the third is the parent state. So how do we behave when we are in any of the three states? Let’s have a look:

Child State: This is the state when you feel like a child, although you may be an adult! Here also there are two types of states that your inner child will typically adapt to. One can be the carefree child or as it’s called, the natural child. This child throws tantrums and freely does what he wants to. On the other hand we have the Adaptive child who is scared and obediently listens to everything that he is told to do. Which state we typically go into depends on what we were as a kid. If we were fun loving and carefree as a child, we will easily enter the natural child state whereas if we were the type to constantly do what we were told by others, we will easily enter into the adaptive child state.

Adult State: This is a state where we are very logical and do not take decisions instinctively or out of emotions. Facts and figures determine our decisions. This is considered to be the best state to be in.

Parent State: This state is also of two types. One type of parent is the dominating parent who constantly instructs everyone around them what to do and is very critical. Shouting and scolding come naturally to this parent. The other type is the nurturing type, who cares for everyone around and is very affectionate and loving.

These are the main three states or as we call it in TransactionalAnalysis terms, ego states. We tend to constantly switch between these states depending upon our past experiences. So if you have been an obedient child and have had a dominating parent, you will mostly tend to switch between these two states. You may also jump to the other states, but these two will be your natural states.

Now what do you think will happen if you naturally go into the critical parent state and interact with your boss or spouse who also tends to operate from the critical parent state? You land up in a never ending argument with both of you being critical of each other and resorting to shouting and screaming to prove your point. If you are in a critical parent state and your mother is in a free child state, you will keep telling your mother what to do and she will not listen!

What do you think will happen if you are in a nurturing parent state and your child is in a free state? On one side it can be an amazing transaction as the parent will care for the child while the child will be its natural happy self. On the other side another combination could be that the parent is too nurturing and limits the freedom of the free child to whom freedom is very important and hence starts feeling frustrated.

My First Encounter With E-Learning Solutions and Custom Application Development

Am sure you must be well versed with the terms E-Learning Solutions and Custom Application Development. I thought I’d tell you about a time when I was not. Well I had used it in my previous organization, but this was my first encounter with it from the creators end.

One fine evening my boss asked me to accompany him to our E-Learning partners’ office. I was yet to meet them and my boss felt the time had come to introduce me to them. He had praised the owner so much that I was really excited to go and meet him as well as see what he does. The organization was one of the leaders in the industry and they were at the top when it came to quality. They had grown from a one member team to a sixty plus member team and were yet able to maintain their quality standards as well as professionalism. The team was young and bubbly and I was eager to meet them.

As we entered the office we were taken through a huge room. It was filled with youngsters, some busy in their computers whilst others were chatting and having fun. If you ask me it seemed more like a computer lab in a college rather than the main workspace of an organization! I could undoubtedly see now why my boss had told me that they had a young and vibrant team.

We then went into another room where we had a tall person with a broad smile waiting for us. We shook hands and had a seat. He was the owner of the organization and a very warm one I must say!

He started telling us about what kind of E-Learning Solutions their organization offered. It was interesting to hear the various types of solutions they had and how they could be blended with the solutions that we could offer our clients. He also explained the various types of Custom Application Development that they were now offering their clients and how these could really make work a lot simpler.

Next came the part that I guess somewhere inside I had been waiting for, a demonstration. The owner himself was very excited to show us a game that he had created recently for a client. He had created it based on a board game called ‘The Game of Life.’ The concept was basically picked up from there and the options that came up in the game were based on the product that the client needed it for. It was basically going to be used for a product related training and was being done in this format as the client had tried classroom training for the same in the past but was now looking for something different and unique to offer to his employees.

The game would take the participant or should I say player in this case through major milestones that they would face or would have already faced in their lifetime. For example, deciding which college to go to, getting married, saving up for their children, etc. To cross a particular stage, the player would need to answer some questions, which would help him understand the use of the product at that stage of life. This made it very easy for the player to understand what a customer in that stage of life would be going through, making it easy for them to offer the kind of product they would need accordingly. They also needed to know the products very well to answer such questions. The game thus gave them a good understanding of the various types of customers as well as the features of the various types of products in a format that was enjoyable for the player. Now that’s what I call a win-win solution!