Pay attention: Soft skills can produce more sales

Source: Colleen Stanley, http://www.salesleadershipdevelopment.com/article-soft-skills.html

You cannot afford to skip soft skills.

Research supports the POWER of soft skills training.

Soft skills are the new weapon for companies competing in a global, information loaded world.

Hiring the person with the highest IQ isn’t enough, unless it is accompanied by high emotional intelligence.

See more at: http://www.soldlab.com/soft-skills-produce-sales/#sthash.2eRzEUza.dpuf

Business case for Soft Skills

In analyzing data from 40 corporations, the differentiator between average and star performers was the level of soft skills versus pure intellect and expertise.

American Express Financial Advisors sales increased 18 percent after attending an Emotional Competence Program.

The U.S. Air Force found that by using emotional intelligence to select recruiters, they improved hiring practices, which provided a gain of $3 million annually.

People with high emotional intelligence make more money - an average of $29,000 more per year, according to the latest book by Travis Bradberry and Jean Greaves, "Emotional Intelligence 2.0."

- See more at: http://www.soldlab.com/soft-skills-produce-sales/#sthash.2eRzEUza.dpuf

Soft skills that matter in Sales Self-awareness, being focused Why it matters?

Hours of training cannot help you if you buckle under pressure from a tough client or prospect

If a sales person cannot handle pressure and freezes up, it becomes a transactional sale versus a value sale.

In sales, expertise doesn’t always win deals, but the ability to manage all the dynamics that occur when interfacing with multiple influences and personalities.

Becoming more focused, slowing down and being more concerned with the prospect than oneself, a salesperson will excel.

Soft skills that matter in Sales (cont.)

Assertiveness-Confidence A sales person benefits when they

keep things moving and disqualify poor opportunities early in the sales cycle.

Be fearless, not afraid to make firm decisions.

An assertive sales person will take initiative and do what needs to be done, without dwelling on the past.

Soft skills that matter in Sales (cont.)

Empathy-”I feel your pain.” One of the biggest problems

companies face is the salesperson’s inability to relate to the prospect.

Prospects can sense true empathy, it builds trust and furthers the relationship.

An authentic, honest and selfless approach to sales will yield big results.

Soft Skills yeild Hard results.

By incorporating soft skills training, companies can address the bigger, and sometimes hidden challenges for their sales teams.

Soft Skills are just as important as IQ, you can’t afford to leave a gap.

Improv training teaches soft skills, and offers a vehicle to practice these skills until they becomes instinctual.

Consultative Sales Ability Soft Skills-Emotional Intelligence Establishing Trust Resourcefulness Empathy Confidence Storytelling

Where Sales meets Improv

Innovative and Progressive. Appeals to today’s Agile workforce. Interpersonal communications and

soft skills are the most difficult to teach, it goes way beyond product knowledge.

Improv training focuses on soft skills and emotional intelligence-what most companies do not cover with their existing modules.

Why Improv Training?

Improv tools used in business are becoming more and more appealing in today’s uncertain and ever changing economy. Well known institutions like MIT, Duke, Stanford and Harvard have integrated improv into their business curriculum. Companies like Twitter, Google, Accenture and Cigna have all endorsed improv as an innovative way to train and run their companies.

It’s Working!

Contact:Kristy OliverFounder, Training Facilitator@ImprovTrainer404-989-3672Email