Relationship Selling

Relationship Selling equips sales professionals with the skills to develop new business, expand existing accounts, and offer greater value through the establishment of relationships with customers.

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 module, we 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 module, we explore how to get an appointment and how to prepare for your sales calls. We 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 module, we discuss communication skills that 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 module, we discuss how value can differentiate your products and services in a crowded marketplace, and we identify ways to communicate the value you bring.

Customers want solutions that will address their needs and help them achieve their objectives. During this module, we 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.

Effective salespeople are skilled at handling objections. In fact, they are more concerned when they don’t receive objections! During this module, we introduce a six-step process to successfully position objections as a positive aspect of winning the business.

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 module, we explore ways to do just that—with confidence!

Performance Outcomes:

• Improve their performance as a result of learning new relationship selling skills.
• Experience what it is like to be a customer through a business simulation.
• Acquire more confidence and professionalism in their selling activities.

Additional Course Information:

Business Simulation: Relationship Selling includes a custom-designed “real world” business simulation. The simulation incorporates a fictitious customer profile that is typical for your organization and market. Sales teams compete for the business of this customer, and everyone wins! This experience provides an outstanding opportunity for participants to practice new skills and gain valuable feedback.

Course Length:

Two days

Includes:

Participant materials, development tools, and simulation materials