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.
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.
“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
Feedback from participant and their line manager
Feedback from multiple people across an organisation