Relationship Selling

The Relationship Selling Learning Track is a six-course series on how to develop your consultative selling skills and to increase the value that you provide to customer relationships.

In today’s competitive marketplace, having good products and services is not enough to maintain your competitive advantage… the way to keep customers is by building strong business relationships. During this course, we’ll look at the abundant benefits of relationship selling, and define the steps of the relationship sales process.

Preparing to meet with customers takes time and energy, but it’s well worth it. During this course, we’ll explore how to effectively get an appointment, and how to prepare for your sales calls. We’ll also discuss the importance of making the most of the time you have with a prospective customer.

Effective salespeople are good communicators. They ask good questions and listen to the responses in order to learn about their customers. During this course, we’ll discuss communication skills that will enable you to manage the discovery process and better understand your customer’s needs.

An important aspect of relationship selling is knowing how each of your customers defines value, and knowing what value you can provide to them. During this course, we’ll discuss how value can differentiate your products and services in a crowded marketplace, and we’ll identify ways to communicate the value you bring.

Customers want solutions that will address their needs and help them achieve their objectives. During this course, we’ll look at how to develop a solution that will do that, and how to communicate the benefits of your products and services as part of that solution.

With a relationship selling approach, you’re “closing” all throughout the sales process by gaining agreement on needs, understanding how you can provide value, and recommending solutions that are on target. All that’s left is asking for the business and handling any objections the customer might bring up. During this course, we will explore ways to do just that—with confidence!

Skills Addressed:

• Building customer relationships
• Defining customer value
• Preparing for meetings
• Identifying your value proposition
• Knowing your customer’s business
• Recommending solutions
• Establishing rapport
• Handling objections
• Discovering customer needs
• Asking for the business

Duration of each course:

25 minutes

Duration of learning track:

Approximately 3 hours

Reinforcement Materials:

• Learning Track Workbook for Students
• Review and Reinforcement Guide for Managers