Relationship Selling Skills
Course Description
Selling involves more than just talking about the features and benefits of a product or service. The best sales professionals know that the key to success lies in building strong, personal customer relationships. They sell value by offering targeted solutions that solve customer problems and help achieve customer goals.

Although product knowledge and selling strategies are important, salespeople who lose to competitors generally have failed to earn the customer’s trust. Relationship Selling Skills is about developing the know-how to build relationships based on trust and competence.

Objectives
Upon completion of this course, participants will be able to:

Understand the strengths and weaknesses of their relationship selling style.

Identify a customer’s personal style and adapt to it.

Apply a communication and relationship-building approach to connect with the customer and establish credibility and trust.

Develop and maintain lasting relationships after the sale to increase opportunities for referrals and repeat sales.

Incorporate relationship selling into the overall selling and customer relationship process.

Target Audience
Sales managers, experienced sales professionals, new sales people, sales teams.

Learning Methods
This instructor-led seminar uses presentation, full group discussions, small group practices, simulation exercises, and application activities. Manuals are provided for each participant. Application tools are also provided to help participants transfer acquired skills back to the job.

Duration
The training duration is four hours to one day.