Winning with Relationship Selling
In sales, you can’t always win on price, this course focuses on how to build productive relationships built on reciprocal trust that comes from established credibility and a mutual understanding of value.
Learn to:
Build highly trusted, credible teams: We show your salesforce how to earn credibility with informed, skeptical buyers and uncover deeper customer needs.
Clarify the Customer Value Proposition: We will ensure your team can articulate a compelling CVP that differentiates your offering and resonates with buyers
Drive value-based selling: We reduce price pressure by coaching your team to sell on value, not discount.
Accelerate complex deals: We show salespeople how to implement processes that give them control and shorten long sales cycles.
Increase pipeline quality: We enable creative prospecting and smart use of AI tools to generate better leads.
Overcome objections consistently: We arm your team with techniques to handle resistance and keep deals moving.
Maximise digital impact: We teach your team to leverage social media and automation to boost reach and efficiency.
Sustain high performance: Your people will learn to build habits and frameworks that create predictable, reliable sales results across the team.
Competencies Covered:
- Attitude: Maintains a friendly, positive, and enthusiastic outlook.
- Initiative: Proactively makes things happen. Evaluates and takes corrective action with self and others.
- Influence: Consistently directs situations and inspires mutual commitment and an all-win outcome.
- Communication: Practices active listening supported with relevant oral and written information.
- Professionalism: Projects an image of honesty, confidence, and integrity that fosters credibility.
- Interpersonal Skills: Consistently builds strong, long-term relationships both inside and outside the organisation.
- Customer Experience: Sees the world from the customer perspective to create a positive engagement that meets their needs and creates loyal champions of our organisation.
- Customer Acquisition: Identifies and converts prospects into loyal, long-term customers.
Many salespeople and their organisations have pivoted to a virtual selling model or blended model with a combination of in-person and virtual meetings. While the psychology of the process stays the same, different delivery styles are often needed. This course covers both leading practices in virtual selling as well as in-person.
While it is true that selling has changed dramatically over the past few decades due to customer knowledge, globalization, technology, the internet, etc., what hasn’t changed over thousands and thousands of years is how people buy. To decide to buy, the seller has to go through five distinct mental processing steps. A skilled professional understands the psychology of this process (Connect-Collaborate-Create-Confirm-Commit) and is thereby able to facilitate—not manipulate— the process. A thorough understanding of this process helps the salesperson stay out of the way to allow a client to buy.
Participants will position themselves as long-term partners that bring positive outcomes for all parties. This will increase sales, build customer loyalty, open more opportunites for upselling, as well as increase referrals. Ultimately it will increase customer satisfaction and reduce the cost per sale, because it is far less expensive to keep a current customer than acquire a new one.
Custom Solutions
Client Results
“We hadn’t tapped into the potential of a unified sales team… we did not engage with Dale Carnegie because we were underperforming… what we’ve seen is a sense of innovatio, problem solving and proactivity and they (the sales team) have just flourished.” Tim Karger, Sales Director, DELL EMC