Winning with Relationship Selling

When customers have completed 70% of the buying process or can complete many online purchases without ever engaging with a salesperson, traditional sales tactics simply no longer work.

Customers personify the empowered consumer, knowledgeable beyond the need for basic information. You need a relationship-selling approach that leads to a profitable relationship.

Only intentional sales professionals who cut through the noise to foster authentic client centered relationships can truly help their customers win.

A strong customer relationship allows the sales organisation to build trust, offer insights, and then help the customer meet their business objectives.

Only through enduring and meaningful customer relationships, can sales professionals learn which approach will create the best opportunity for client success.

The reality is that true relationships foster loyalty, which in turn builds a sustainable pipeline, ultimately making it possible to meet or exceed goals and quotas.
Create and demonstrate sales strategies that facilitate the buying process through relationship-oriented techniques.

Use methods to establish a connection with customers to gain access and establish trust.

Construct solutions in collaboration with customers while offering insights and establishing value.

Apply the Dale Carnegie Sales Model to eliminate objections and minimise the need for negotiation.

Employ proven techniques to maintain customer relationships and encourage repeat business.
Session One

Explain the true value of a solution

Apply principles for achieving a winning and confident attitude

Define goals that direct their actions

Session Two

Use pre-approach research methods to identify qualified buyers

Develop a Customer Profile that describes your ideal client

Establish credibility and communicate your value

Session Three

Differentiate types of customers and what motivates them

Create a sense of urgency by widening the buyer’s gap

Develop powerful questions to get the information you need

Create interest by describing solution expectations

Session Four

Confidently state their ability to create value for the customer

Present solutions that appeal to the buyer’s logic and emotions

Use evidence to persuade the customer

Develop a plan to communicate their solution with impact

Session Five

Use proactive listening techniques to hear what is being said

Identify non-verbal buying and warning signals

Identify points of agreement to lower resistance

Develop strategies for overcoming objections

Session Six

Demonstrate confidence to ask for the sale

Choose a method for gaining commitment that fits the situation

Construct a plan for handling mistakes

Create a system to follow up and stay in touch with customers

Session Seven

Use a storytelling technique to gain instant credibility

Choose prospecting methods and techniques to fill your pipeline

Create a referral network of champions who bring business

Identify the best networking techniques to expand your influence

Session Eight

Construct a comprehensive sales guide

Use a method to communicate strengths to enhance relationships

Apply techniques to build on successes from the program
Competencies:

Attitude

Initiative

Confidence

Influence

Persuade

Communicate

Professionalism

Interpersonal Skills

Customer Experience

Customer Acquistion
Sales Effectiveness: Overcoming Objections

As long as there is business to be conducted, there will be objections to overcome. Learn the steps of overcoming objections by listening to concerns, questioning to understand, cushioning to acknowledge that you understand, responding, and finally evaluating whether or not the client is ready to move forward.

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Internal Conflict Resolution Guidebook

The ability to interact with people is even more important today with the pressures of our complex and fast-paced work environments. Discover how to interpret individual reactions to conflict, enabling them to understand and better manage emotions and needs.

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Closing the Sale by Building Customer Relationships

To offer your customers value, you must first have a clear understanding of their needs. To that end, the most important thing you can do in any customer interaction is ask questions, and then listen. Once you have a firm grasp on their requirements, you can offer solutions and then ask for the opportunity to form a business partnership.

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