Communicating for Sales Success

Purpose and Overview

Our Ph.D.’s in Communication, Psychology, and Business work with you to dramatically improve your sales communication skills regardless of your level of experience. In this program, you will learn the essential skills that will make you a confident and powerful sales presenter.

The Communicating for Sales Success Program is an interactive program that improves both the face-to-face communication skills and group presentation skills of sales professionals. Using business scenarios, you will learn and practice presentation and communication skills that will make you more confident and powerful when speaking to any size group. You will develop skills to ensure sales presentations skills are clear, compelling, and effective.

Structure and Goals

Through lectures, group interaction, experiential practice sessions, and videotaping with individualized, private consultations, you will learn new sales presentations skills that can be applied immediately on your job.

There are two parts to this program.  They are:

Part I: Mastering Sales Communication and Behavioral Selling Skills

In this session, you will learn how to:

  • Get your sales team on the same page and focused toward performance goals
  • Communicate with any size group comfortably and confidently
  • Strengthen individual and team skills for stronger sales presentations
  • Analyze, identify, and understand buyers’ personality types and emotions in buying decisions
  • Adapt your communication style to buyer types (and their needs)
  • Make your “pitch” effectively in just a few minutes
  • Create trust and building long-term relationships with customers
  • Make your sales presentations memorable by using techniques to make the message “stick”
  • Uncover and address customer concerns through active listening techniques
  • Use strong sales presentations to reinforce your overall sales effort
  • Tell your company’s story dramatically and memorably
  • Get prospects and customers to think, feel, or do what you want them to
  • Capture the attention and buy-in of busy executives
  • Use emotion for sales, persuasion, and prospecting
  • Role-playing for challenging sales situations and difficult customers
  • Compose your “elevator speeches” that grab attention and create interest
  • Reduce or entirely eliminate anxiety
  • Maintain clear, consistent focus in presentations
  • Improve employee retention by increasing sales reps’ comfort and confidence

Part II: Delivering Dynamic Sales Presentations

In this session, you will learn how to:

  • Broadcast complete authority and expertise in your field
  • Command power in a room instantly
  • Stay focused on your purpose—as critical to your success as content
  • Compose and frame your ideas to focus on the persuasive elements of your message
  • Hook and engage listeners in the first 30 seconds.
  • Differentiate your message clearly, concisely and memorably
  • Convey a compelling, motivating message.
  • Use techniques for successful body language, movement, and gestures
  • Effectively command your vocal skills to persuade and move your listeners
  • Transform and translate technical information into human terms (and customer needs)
  • Define and apply the “right way” to use PowerPoint for selling your product and services
  • Use your vocal skills specifically for small groups, large groups, meetings and conferences
  • Address difficult questions strategically to your advantage
  • Customize sales presentations to meet customer needs and ROI
  • Target questions to your prospect’s value measures
  • Use stories, metaphors, and vivid language to move your listeners
  • Recognize body language from customers that may be danger signs – and how to adjust your presentation
  • Conclude your presentation in a way that motivates your audience to take action

The Communicating for Sales Success Program also includes:

Videotaped sales presentation practice with private individual viewing and a 1-1 evaluation of your performance


For companies and groups, we offer 1-day sessions, 2-day sessions, and extended, multiple day sessions.  Training is conducted either on-site or off-site, depending on your preference.

Programs can be combined with other programs, or offered on their own.

Programs can be adjusted to your particular needs.

For individuals and small groups, we also offer private coaching services.

For information about the video version of this program, please contact us.