Relationship-Based Sales

Relationships make or break sales. Regardless of what you know about your products and services or how great they are, if you don’t connect well with the potential customer or the existing customer, the sale (today’s or tomorrow’s) is lost. Gain proven techniques to build longer lasting customer connections with Relationship-Based Sales.

Building good relationships with our customers just makes sense. In sales, building fast and lasting relationships with potential customers makes the difference between success and failure. Product knowledge, industry knowledge, the ability to give an effective demonstration are all useful, but the core of the sales process is communication.

In this abbreviated, public-access version of our Relationship Based Sales curriculum, we’ll explore our proven sales framework, so you can see what works for you. We’ll take a look at the concept of customer profiles and the benefits of profiles to your team and to your customers. We’ll zero in on critical success factors for effective communication, including a tool to help you quickly recognize and meet the needs of your customer’s communication style. We’ll spend some time uncovering the hidden power of questions – how to craft them, adapt them, and always have them at your fingertips. And we’ll explore some of the common gaps in the sales cycle – where many sales professionals fall short in maximizing the relationships with their customers – so you can avoid those gaps, while also practicing a proven tool for continuous improvement.

This fast-paced half-day will provide you with tools you can use plus a clear picture of how to leverage our Relationship Based Sales program for your team.

Objectives
– Encounter a sales model that maximizes the key success factors for your team
– Explore the power of customer profiles
– Experience a proven tool for quickly understanding and adapting to someone else’s communication style
– Examine the critical role of questions in relationship-based sales
– Evaluate your current sales routine for commonly found gaps

NOTE: Our full Relationship-Based Sales program is a custom program we bring to your organization, complete with an assessment, multiple group training sessions, individual coaching sessions, and follow-up check-ins to hone the relationship-based sales process for you. In 2019, we’re offering a half-day public workshop that hits on the highlights of the program and allows you to get firsthand experience to determine if you’re ready to bring the Relationship Based Sales program to the rest of your team.