Sales Skills >> Building Business Relationships
Overview
This one-day course is designed to dispel any ‘fear of selling’ and equips attendees with the
essential skills and techniques necessary to maximise opportunities and build successful longterm business relationships.
Objectives
- Understand relationship dynamics
- Appreciate that ‘It’s you they buy’
- Be able to create empathy
- Develop superb listening skills
- Be able to identify prospects and sources of potential new business (optional)
- Recognise and respond to buying-signals
- Use persuasive and engaging language
- Use features and benefits appropriately
- Develop an understanding into human behaviour and personality styles
- Deal confidently with decision makers with the right questions and the right messages
- Successfully by-pass ‘gatekeepers’ and secure appointments
- Build credibility and differentiate performance by being truly consultative by asking intelligent questions
- Anticipate resistance and overcome objections
- Develop confidence based on a natural style of presenting
- Build their own natural sales style
- Adopt a professional approach to relationship selling