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Relationship Selling
Techniques
Relationship Selling
Skills 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 logic and emotion to
solidify the relationship
- Use business acumen to dollarize
recommendations
- Describe how to treat a
customer as a prospect
- Use the "Nordstrom
Way" approach to great customer service
- 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
acknowledge and reinforces the need for ongoing involvement with a client
to gain mind share, drive thought leadership, 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 techniques 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 relationship 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. |
