Mastering Relationship Selling Skills
Mastering Relationship Selling Skills I
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.
Course Duration: 2- days 8:30 AM-5:00 PM
Class size: 12 Students Minimum, 25 Students Maximum
Who Should Attend: Sales Representatives and Sales Managers
Expected Results
- Execute the Excel the Positive Customer Service and Relationship building sales process
- Evaluate their current personal and professional skills
- Learn how to maintain a positive attitude
- Improve their listening, speaking, and telephone communication skills
- Understand how to handle difficult customers and complaints from inside the store
- Learn how to project a professional image from the store
- Support outside and inside sales through professional service
- Understand the critical role inside staff play in the sales process
- Develop a personal and professional plan to achieve goals
Course is very beneficial for all sales roles and regardless of experience levels.Dorothy MacLeod
Overview of Topics Covered
- The Excel POSTIVE Customer Relationship Building Sales Process
- How to Implement a Strategic Approach to Selling
- Territory Planning to Maximize Effectiveness
- Sales Call Planning and Target Account Execution
- How to Identify Opportunities for Future Growth
- Understanding and Identifying Key Account Potential
- How to Prepare and Execute a Business Assessment Meeting
- Proven Methods on Overcoming Buyer Resistance
- Retain and develop business with existing accounts
- Grow new business through professional prospecting techniques
- Techniques to Help Maintain a Positive Attitude
The best two day sales course that I have attended in my career. Thank You!Ed Winsen, Kemperle Inc. New Jersey
The student will be able to:
- Apply The Excel POSTIVE Customer Relationship Building Sales Process
- Apply a practical, strategic approach to identify key target accounts
- Improve personal effectiveness through better sales call planning
- 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
- Maintain a positive attitude for improved performance
