Maximising the Sales Relationship

Course Overview

Reaching the highest level of sales performance requires not only effective sales techniques but also excellent relationship skills. Developing the optimal positioning with customers and prospects is crucial to success. This programme shows participants how to motivate people to work with them, react positively in high pressure situations and influence difficult customers.

Audience

All sales people who wish to complete their sales skills by increasing their personal communication and influencing capability.

Skills Gained

By the end of the course participants will be able to:

• enhance the relationships they are building
• assess their behaviour and perceptions more accurately
• develop influencing power and persuasiveness
• use the most effective responses in high pressure situations

Course Outline

Sales strategies that make a difference:

• future pacing
• perceptual positions
• selling by point of dissatisfaction
• 3 steps to close

Understanding and developing flexibility

• identifying your preferred communication style
• decoding the communication style of your customers
• 'tuning in' to your customers
• developing rapport
• establishing trust and co-operation

Powerful influencing

• adapting your approach to the customer's buying motivation
• matching the benefits of your product/service to the interests of the customer
• challenging the customer's perspective

Driving the relationship towards collaboration

• the dynamics of collaboration
• managing your sponsors in the organisation
• four strategies to improve collaboration
• creating 'excitement' in a highly collaborative relationship

Preserving the sales relationship in difficult situations

• getting out of 'deadlock'
• expressing exacting demands, specific requirements and expectations without endangering the relationship
• reacting to criticisms and reproaches