Relationship Selling Skills

Competitive Rates at $395 per day/per student!
Maximizing Your Potential

2 or 3 day course, with 8 hours of training per day plus customized follow-up training.

This course provides participants with a sales process that will develop relationships resulting in new business.

Course Objectives: Understand and execute the sales process; Increase sales, productivity and performance; Increase the awareness of developing and maintaining a positive attitude; Improve organizational skills; Develop successful closing skills; Handle objections with confidence; Manage and develop a sales territory; resulting in improved relationships, overall efficiency, productivity, and profitability.

Who Should Attend: Sales Representatives and Sales Managers

.

Topics Covered:

  • The Excel Customer Relationship Building Sales Process
  • How to Implement a Strategic Approach to Selling
  • Territory Planning to Maximize Effectiveness
  • Best practices for sales call planning and things to avoid doing when making a sales call
  • Grow new business through professional prospecting techniques
  • Techniques and tools provided to assess and prequalify target accounts
  • How to prepare and execute a key account meeting
  • Proven methods on how to create value and overcoming buyer resistance so it does not come down to price
  • Retain and develop business with existing accounts.
  • Techniques to keep you motivated
  • Goal setting strategies to help you avoid getting stuck in a rut

After the course, the student will be able to:

  • Apply the Excel Customer Relationship Sales Process
  • Apply a practical, strategic approach to identify key target accounts
  • Improve personal effectiveness through better sales call planning on prospects and with existing accounts
  • Prepare professional presentations to improve customer communication
  • Enhance existing customer relationships
  • Gain new relationships using professional proven professional prospecting techniques
  • Overcome objectives and buyer resistance to close additional sales
  • Improve customer and co-worker relationships
  • Goal setting strategies that are attached to action items to support you in achieving your goals