Behaviour Versatility

Prerequisites:

Course Description:

To increase performance we must increase our versatility skills and our ability to target techniques and approaches.

Delegates will learn:

• How to recognise and use behaviour styles to build relationships and improve effectiveness.
• How to improve interpersonal skills and consolidate previous training.
• How to cross-matrix Transactional Analysis with Behaviour Analysis for better relationships and the targeting of approaches and techniques.

This course includes the following modules:

INTRODUCTION, AGENDA, AIMS

BEHAVIOUR VERSATILITY

• Self discovery questionnaire
• Understanding different behaviour styles
• Identifying different behaviour styles
• Predicting behaviour
• Recognising behaviour indicators
• Early indicators - before any meeting
• Modifying our behaviour to match the other person
• Exercise, Discussion

A VERSATILE MEETING

• Modifying the sales process to meet the other person's needs
• Modifying how we open the meeting
• Modifying how we obtain information
• Modifying how we present our solution/ideas
• Modifying how we seek agreement
• Modifying how we handle objections
• Exercise, Role-Play, Discussion

TRANSACTIONAL ANALYSIS

• Self-Discovery questionnaire
• Understanding the different ego states present in a conversation
• Controlling the ego states to ensure a productive outcome
• Using Transactional Analysis in the sales process
• Using Transactional Analysis to target techniques
• Using Transactional Analysis with Behaviour Analysis
• Exercise, Role-Play, Discussion

SUMMARY, ROUND-TABLE, PERSONAL ACTION PLAN