It costs more than five times as much to get a new customer as it does to keep an existing one.

Understanding the strategies behind building relationships with your customers and turning them into repeat buyers is the goal of this training seminar.  Relationship selling is about listening to your customer so that you understand, anticipate, and meet or exceed their needs. It is about establishing and fostering friendships built upon mutual confidence and trust.

In this seminar you will learn the strategies and techniques necessary to become a successful Relationship Sales professional.

Module 1: Listening

• Effective Listening

• Benefits of Active Listening

• Passive Listening Examples

• The Four Communication Skills

• The Listening Process

• Listening Tips and Techniques

Module 2: Prospecting and Cold Calling 

• Time Management

• Quiz—Sources and Leads

• Key Contacts

• The Customer Profile Sheet

• The Prospecting Call

Module 3: The Sales Process 

• The Sales Process

• Structure and Techniques

Module 4: Greeting and Headlines 

• The Greeting

• The Business Card Exchange

• The Three Buying Climates

• The Headline

Module 5: Discovery 

• Discovery

• Converters and Extenders

• Areas to Discover at Most Customer Sites

• Great Discovery Questions

• Best Practice: Identifying the Customer’s Goal

• During this Phase of the Sales Process

Module 6: Presentation 

• The Competitive Analysis

• Presentation

• Feature-Function-Benefit Statements

• Valuable Presentation Aids

• Recognizing Buying Signals

Module 7: Handling Objections 

• Negative Buying Signals

• Common Objections

• Objection Handling

Module 8: Closing 

• Customer Commitments

• Trial Closing vs. Final Closing

• Trial Closing

• When to Close

• Closing Techniques

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