Two important elements now determine the process of getting new business: one, how people buy, and two, customer loyalty. Both depend on the relationship a customer has with the sales person, and with the brand or the company. A generation ago, ‘closing the sale’ was already out of date, but it still forms a major part of some selling techniques. The new, and much more effective, approach is Relationship Selling, especially in the highly competitive and price-war environment that exists today. This course explains the concept of Relationship Selling, the reasoning behind it, and the techniques that work. It is the core of successful selling strategies, and provides the competitive advantage.

Who Should Attend?

This is essential for Sales Directors, Sales Managers, and even senior sales people. Also, CEOs, COOs, heads of Marketing and Business Development, and business owners.

Outcomes:

• Understand how customers experience the sales process
• Recognise that many customers have had bad past experiences
• Match the expectations of customers
• Know when trust is at risk and how to avoid it
• Learn how to open and develop the relationship
• Focus on long-term customer value

Course Outline:

• The Relationship Selling concept
• Selling more to existing customers
• Closing the sale or opening the relationship?
• How to stop selling and let them buy
• The core competencies of Relationship Selling
• Measuring a customer’s lifetime value
• The glue that holds them
   

To book this course for your company call us on +44 (0)845 900 21 37 or email us at This e-mail address is being protected from spambots. You need JavaScript enabled to view it