Relationship Selling Skills

1
Relationship Selling Skills
2
Relationships arent Taught but Acquired
3
JUST LISTEN
LISTENLISTEN LISTEN Perhaps the most
important thing we ever give each other is our
attention
4
Be a Partner NOT a Supplier

• Acknowledges and reinforces the need for ongoing
  involvement with a client
• Gain mindshare
• Drive thought leadership
• Partner with the client
• Solve problems
• Introduce innovative win-win solutions and
  applications

5
Relationship selling skills nurture business

• Organic Growth
• Building business through Networking

New Business Nurturing a lead into conversion
6
A new way of thinking about Relationships
7
Relationships are more important than short term
gain/ win
8
Driving Business development through
Relationships
9
The Sun and the Moon need to line up to knock
out the incumbent

• Find/ Fill gaps to identify existing
  opportunities or create new avenues
• Use relationship techniques to advantage

10

• Fundamentals

Fundamentals
Fundamentals
11
Invest in honing Your Relationship Selling Skills
12
First Impression is the KEY
13
You are only as good as your last word
If I only had three words of advice, they would
be, Tell the Truth If got three more words, I'd
add, all the time"
14

• Answer WIIFM?

Positive Body Language

• Patience

• Let everyone talk

Check Egos at the door
No job is beneath you
Spend time on Right things vs. doing things right
15

• No Shortcuts!!!!
• The best shortcut is the long way, which is
  basically two words WORK HARD
• Luck is where preparation meets opportunity
• When we are connected to others, we become
  better people
• Phrase alternatives as questions

16
(No Transcript)
17
Creating Profits through Relationship techniques
18
The Questions are always more important than
Answers

• How to create profits using relationship selling??

19
Be Profitable

• Single Sales objective
• Cross Sell
• Bundling
• Repeat sales
• Referral business
• Move on to higher ticket items
• Better Pricing
• Customer retention

20
People are more important than things
21
There is more than one way of measuring profits
and losses