Relationship selling is based around the consultative selling approach. This means that it's based around understanding the needs of your prospects and clients and then, and only then, do you think about how your products and services can help them. Great and successful salespeople do not just focus on selling – they have a genuine interest in helping customers get what they want and need. Effective selling skills are what differentiate the average salesperson from one who can rise above the competition. Relationship selling can give a powerful advantage and help you to differentiate yourself in today's crowded markets. In this course, you will be introduced to the characteristics of a successful salesperson, the critical phases of selling, key selling skills for uncovering and responding to customers' needs, communicating for relationship-building, handling customers' objections, and customer retention. Gain the skills, confidence and professionalism to make your sales a success.
Background of the Problem
This course provides insights on the importance of positive sales mind set and consultative sales process with emphasis on specific development of selling skills for better sales results. The skills-building activities include developing new business, questioning and active listening for effective sales dialogue, resolving customer objections, managing sales relationships, closing sales, and more. The trainer uses a team/peer-based learning approach to actively engage participants in open discussion, feedback, and sharing tips on effective selling skills.
Participants learn through mini-lectures, assessments, group discussion, role plays, skills- building activities and simulation case studies. These activities are designed to enable the participant to leave the course with a clear understanding of the selling process and key selling skills to becoming a better salesperson
Objective of the Program
The objective of this program include to: · Help salespeople improve their sales outcome by cultivating a positive mind-set and client- centered selling approach. · Help salespeople develop on the application of a consultative sales approach with the right set of selling skills to plan and control the sales cycle, building customer trust, addressing customers' needs and making sales in the shortest possible time. · Improve the effective selling skills by leveraging on communication strategies that include questioning, active listening, problem-solving, handling objections, closing sales and empathy skills during the entire sales process
Participants will leave the course able to
- Identify client motivators and the skills to manage
- Meet and exceed their expectations.
- Build trust and confidence through pro-active relationship management and be adding value to those relationships.
- Grow customer retention
- Develop an effective CRM system
- Deepen your understanding of how your clients perceive you
- Create a strategy to build even stronger relationships with your customers
- Build rapport quickly by adapting to meet others' needs
- Handle demanding clients and mutually agree the best solution
- Take away techniques to enable you to network more effectively
- Improve customer satisfaction and loyalty
- Improve employee and organizational productivity
- Effect cost management
Instructors use cutting-edge teaching methods to ensure relevance, active learning, and rapid skill development. Our training methodology is a unique blend of lectures reinforced through the application of discussions and case reviews. That way delegates and their respective organizations will be able to obtain the maximum benefit from this program
Who is the Programme for?
This course is suitable for novice and experienced participants. It is designed robustly to provide both basic concepts and principles for novice participants as well ample opportunity for experienced participants to amplify the principles and concepts through reflection on their own work experience. Relationship Managers, Wealth Managers Sales & Marketing Executives, Business Development Executives,Senior and Middle level Managers, Customer Service Personnel Etc