Building Relationships for Success in Sales
[ZNV BuildingRelation]
Price: $ 49.95+GST
(Available in Entrepreneurship Program or as standalone course)
More than ever, people are looking to connect with others and build relationships. In order to be successful as a salesperson, you must know how to create an experience that will help you connect with your customers. This course will help you build relationships for success in sales.
This course will teach you how to leverage customer-focused selling, identify what influences relationships, expand your communication skills, manage your body language, develop a professional handshake, and grow your network.
Table of Contents
Sales Training: Building Relationships for Success in Sales
Session 1: Course Overview
Learning ObjectivesPre-Assignment
Pre-Course Assessment
Session 2: Focusing on Your Customer
Customer Focused SellingMinimizing Challenges
Becoming Customer Focused
Understanding Effort vs. Results
How You Fit in the Quadrants
Considering the Possibilities
Session 3: What Influences People in Forming Relationships?
Influences at WorkAppearance
Similarity
Complementarity
Reciprocity
Competence
Proximity
Exchange
The Effect of the Influences
Building Customer Connections
Building Common Ground
Session 4: Disclosure
DisclosureSelf-Awareness and the Johari Windows
Understanding the Johari Window
Building Relationships with the Johari Window
Working with the Johari Window
Session 5: How to Win Friends and Influence People
About Dale CarnegieDiscussing Carnegie's Principles
Talking about Interests
Try to See Things from Their Point of View
Changing the View
Genuinely Like Other People
Liking Others through Common Ground
Smile
Make Them Feel Important
Remembering Names
Don't Criticize Others
Avoid Criticizing
What's in it for Me?
Comparing the Stories
Carnegie's Principles
Session 6: Communication Skills for Relationship Selling
Active ListeningResponding to Feelings
Reading Cues
Demonstration Cues
Tips for Becoming a Better Listener
Asking Questions
Using Open Questions
Creating Customer Focused Questions
Good Listeners
Session 7: Non-Verbal Messages
Non-Verbal MessagesManaging Your Messages
Voice
Qualities of a Good Voice
Session 8: Managing the Mingling
Understanding NetworkingTips for Remembering Names
Session 9: The Handshake
The HandshakeImproving Your Handshake
Tips for Success
Business Card Etiquette
Session 10: Small Talk
Small TalkMaking Small Talk
Starting Conversations
Small Talk Tips
Exit Lines
Creating Exit Lines
Session 11: Networking
Organizing Your NetworkNetworking Tips
Wise Words
Revisiting the Pre-Assignment
John and Jane
Questions for Reflection
Our Thoughts
Session 12: Personal Development
Personal Action PlanAchieving My Goals
Summary
Recommended Reading List
Post-Course Assessment