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Relationship Selling Skills & Techniques

Relationship Selling Techniques for Organic Growth

Delivery methods:

  • Instructor lead on-line training
  • One-on-one coaching
  • National / annual Associate meeting topics with break out sessions
  • Classroom instruction emphasizing technique practice with role-plays and case studies

At the conclusion of this relationship selling skills course participants will be able to:

  • Formulate communication strategies based on behavior style personalities
  • Use modern influencing and persuading skills to solidify the relationship
  • Use business acumen to dollarize recommendations
  • Describe how to treat a customer as a prospect
  • Maintain relationships with fair and logical claim resolution
  • Use presentation skills to guide them to discover a better solution
  • Know how to use relationship oriented negotiation skills: when to make the first offer, how to make and get concessions and how to make them feel good about the agreement
  • Establish executive bridging to lockout competition
  • Leverage the internal advocate to cross sell to additional divisions
Relationship Selling Definition: a continuous and evolving approach to maintaining client business and striving to become a business planning partner. Case studies of relationship selling examples acknowledges and reinforces the need for ongoing involvement with a client to gain mind share, drive thought leadership and partner with the client to solve problems and introduce innovative win / win solutions and applications. Relationship selling techniques can be applied to a prospect or a client you have had for years. If you are focused on prospects, in today's highly competitive arena to gain market share usually requires displacing a current supplier. And the current supplier, if they are smart, can demonstrate how they have used relationship selling techniques for years. In these situations it has been stated, "the sun and stars need to lineup to knock out the incumbent." The challenge is to find the gap between the service being provided by the incumbent and what your organization brings to the table. And then use the relationship selling examples outlined in the course to expose this gap without the prospect taking a position in defense of the incumbent. The relationship selling techniques included in this training course will give you the tools to quickly determine the probability of unseating the incumbent. On the other hand, your competitors are trying to drive a wedge between you and your current clients. Every interaction you have with a client either enhances or undermines the relationship. That includes situations where they have a claim or other concern that needs to be handled. Good relationship selling techniques are not just capitulating in these situations, but to use customer focused negotiation skills to be fair to both sides. They know you can't always say "yes" and will appreciate the relationship when you have done due diligence in investigating their claim and can present a logical and rationale explanation that might not be in their best interest, but is the best solution to meet both parties needs. An example of relationship selling skills: a form of negotiation, but not negotiation in a traditional sense. Traditional negotiation is linear in nature: you will probably never see or do business with the person again so maximize your part of the agreement. Client negotiation is more circular: the client you negotiate with today you will negotiate with next week, next month, next year and the relationship is more important than a short term win. These relationship selling skills and techniques will give you the tools to establish a relationship to gain a client and then how to maintain the client in a long-term mutually benefit relationship.
 

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