TOPIC: Better Buyer Relationships
A one-day or two-day program for functional sales teams, account services departments
and internal groups who have to “sell” themselves, their ideas, or their products to
customers. Program is based on the book, Smarter Selling.
Course Overview: There are many sales methodologies on the market but few of them deal in any detail with the relationship and partnershipbuilding aspect of consultative sales. This program deals with the human element in the sellerbuyer relationship and the need of the seller to be able to effectively adapt behavior to gain the trust and respect of the buyer as a means of building the relationship. This practical workshop helps participants explore a paradigm shift from a “selling” mindset to a genuine “helping” mindset that is fundamentally different to the majority of sales approaches. Participants then learn practical skills for opening an influence dialogue, searching for value-added solutions and engaging the buyer in a collaborative process. Course pre-work includes the Octagon self-assessment.
Learning Objectives
- Apply new skills to build long-term, sustainable, trust based relationships
- Assess the strengths and weaknesses of your
current sales style through the
Octagon Assessment, and adjust to your customer’s style
- Differentiate between types of relationships and types of buyers
- Develop and practice opening sales call or visits with the I We U Opening
- Identify opportunities to add value to your client’s
business by using Focus 5,
SHAPE and Spicy Questions
- Practice developing Value Sheets and CC Letters
Present to customers
more effectively
