In today’s complex sales environment, gimmicks and tactics are obsolete: customers are just too savvy. We can all benefit from building our network, but many of us tend to focus too much on adding to our network and not enough on developing trusted relationships with existing connections. Armed with pricing and information from your website, reviews from the Internet, and recommendations from an army of colleagues and friends, they have completed 70% of the buying process without engaging with a salesperson. Therefore, a strong customer relationship allows the sales organization 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.
Furthermore, today’s successful sales professional is dedicated to the customer. This training will enable the sales team to know their customers, share their successes, and help them work through their challenges, as strategic partners. These successful sales professionals work to understand their clients’ needs, discovering and providing solutions through a customer-centric lens. The wise sales professional, seeking to prospect with success, will focus on building customer relationships that will increase the number of appointments set, reduce buyer objections, and increase the commitment that builds a sustainable pipeline.
Philosophy of ‘Sales Person as Partners’ and related benefits of building and retaining client/customer relationship
Recognize the ‘needs language’
Explanation of phases/cycle of the Sales process
By using the sales process and identify qualified leads
Overview of business ethics, manners and networking basics
Planning to meet a client / corporate customer.
Enhancing approaches to partnership skills with buyers/ clients /customers
Follow-up with clients and customer to build a strong relationship that produces sales and returns.
Benefits of Organization
Build self-confidence to earn trusted partnerships with your clients
Effectively communicate value from the buyer’s perspective
Accelerate the buying process through relationship selling
Create a loyal client base by building customer relationships based on credibility and results
Produce predictable sales results with an attitude that engages customers
How to Commit to a Relationship-Oriented Approach
Ways to Build Confidence and Credibility in Sales
How to Establish Profitable Connections that Expand Your Network
How Collaboration Leads to Commitment
Winning ways to Create Value for Your Customers
How to Communicate Your Value with Confidence and Ease
Ways to Effectively Manage Hesitation
Key approaches to strengthen the Buyer Relationship
Who Should Attend?
Marketing & Sales Managers
Marketing & Sales Team
Customer Service Professionals
Day 1: Basics of Relationship Selling
What is selling and How to Sell?
Introduction To Relationship Selling
Challenges In Traditional View Of Selling
A Model of Contemporary Selling
Concepts Of ‘Partners’ In A Business Relationship
Importance Of Sharing Information With Client / Customer
Day 2: Your Client and Selling Process
The Ideal Client Profile
Successful Sales Person
Strategic Focus To Reach Sales Targets
Stages Of Selling
Brain’s Tracey Successful Steps In Sales Cycle
Understand The Customer Mind-Set And Needs’ Language
Day 3: Your Sales Presentations and Communication
Planning And Structuring The Sales Call
The First Seven Seconds, Building Rapport,
Your Sales Presentation- Pre-Sales Prep, Your Top 5 Questions
Open, Engage, Progress, Close Sale
7 Leadership Traits Of Highly-Successful Sales Managers And Professionals
Enhanced Listening And Questioning Skills To Improve Communication
Day 4: Building and Maintaining Client Relationship
Strategic Partner Approach
Adapting Your Solution To The Customer’s Specific Needs
Building Your Customer Base And Network
Handling Objections And Preparing Your Responses To Them
Day 5: Closing Sales and Follow up
Closing The Sales
Effective Follow – Up Approach With Your Client
Lessons From Missed Sales And The Skills To Overcome Them Next Time
Serving Customers After The Sale
Discussion – Final Notes And Training Evaluation
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