Many people find it difficult to carry on a business conversation or undertake “small talk”, but if you do it right, the payoff can be big. The late Mark McCormack, founder and chairman of International Management Group (now IMG) once said, “All things being equal, people will buy from a friend. All things being not quite so equal, people will still buy from a friend”. So the first step to starting a potential business relationship would be trying to know the other party better. Yet, we cannot simply fire a barrage of questions at the other party. There has to be give and take. The simplest way to engage in this give and take would be to make small talk.

Art of Making Sales Conversations discusses the whole process of making small talk from the rationale for making small talk, to making follow-up plans. The course will cover initiating a conversation, carrying on a conversation and exiting the conversation. Also covered are language tips, interpersonal skills and cultural awareness.

Learning Outcomes:

• Develop Communication Skills to Start Sales Conversation
• Understand Impact of Casual Conversation in Sales
• Know the Essentials of Conversation Making
• Understand the Importance of Creating “The Moments” in Daily Interactions
• Develop Elevator Sales Conversation

Course Outline:

Day 1

• Why, When and How to Start a Conversation – The Value of Small Talk
• Essential Sales Conversation Skills
• Creating Positive First Impressions – The First Few Minutes
• Understanding the Sales Communication Process and its Influence and Impact
• Establishing Credibility, Trustworthiness and Rapport
• Getting Attention and Giving Compliments – Conversation Starters
• Awareness of the Communication Styles of Different Races
• Elevator Sales Pitches and Casual Conversations

Day 2

• Ice-Breakers Leading on to More Formal Business Discussions
• Go On, make the first move: Initiating a Conversation
• Sizing up the other party – what to ask?
• Starting conversation with opposite sex
• Joining an existing/ongoing conversation – Remembering names and contacts
• The Setting (office, cocktail party, conference) – Talk the Talk: Maintaining a Conversation
• Asking Questions and Active Listening
• Meaning of Gestures and Motions in Communication
• Mind Your Language: Language, Interpersonal and Cultural Tips

Who Will Benefit?

Everyone who comes into contact with customers with the aim of establishing a business relationship.