ΠΕΡΙΓΡΑΦΗ

To win in business, it is not about the sale. It’s about the relationship.

By approaching your clients with the right attitude and focusing on their success as opposed to just your own, you will make a connection based on mutual respect and trust.

Learn how to build productive relationships built on reciprocal trust that comes from established credibility and a mutual understanding of value. These relationships happen when the seller can demonstrate a genuine comprehension of the client’s world - their real needs - based on asking powerful questions and listening skills that identify opportunities and challenges and uncover unknown or unexpressed requirements.

In an environment where the seller can’t always win on price, it’s important to be focused on the real customer wants and needs that will ensure mutual success. Dale Carnegie's proprietary Sales Model and Process is adaptable within any sales culture and fits any salesperson’s style. You should treat sales like you treat other relationships. It’s give and take, with a heavy emphasis on give!

ΣΚΟΠΟΣ ΣΕΜΙΝΑΡΙΟΥ

By the end of this programme participants will be able to:

• Create and demonstrate sales strategies that facilitate the buying process through relationship-oriented techniques.
• Construct solutions in collaboration with customers while offering insights and establishing value.
• Employ proven techniques to maintain customer relationships and encourage repeat business.
• Use methods to establish a connection with customers to gain access and establish trust.
• Apply the Dale Carnegie Sales Model to eliminate objections and minimize the need for negotiation.

ΣΕ ΠΟΙΟΥΣ ΑΠΕΥΘΥΝΕΤΑΙ

All sales professionals who want to achieve higher results through stronger relationships

ΠΕΡΙΣΣΟΤΕΡΕΣ ΠΛΗΡΟΦΟΡΙΕΣ

What You’ll Learn

Many salespeople and their organizations have pivoted to a virtual selling model or blended model with a combination of in-person and virtual meetings. While the psychology of the process stays the same, different delivery styles are often needed. This course covers both leading practices in virtual selling as well as in-person.

Selling in today’s complex and volatile world is brutal, as the competition is always nipping at your heels. The advantage you had yesterday may be gone today. Additionally, customers, who have become more informed, have higher expectations, and greater power through their ability to share their experiences with the world and learn from others via the Internet and social media.

When customers have completed 70% of the buying process or can complete many online purchases without ever engaging with a single salesperson, traditional sales tactics simply no longer work. Your customers are the personification of the empowered consumer, knowledgeable beyond the need for basic information. You need a relationship-selling approach that leads to a profitable relationship.

Discover the unique value you bring to your customers as a professional salesperson – You. Along with the skillset to achieve your desired performance change, you will strengthen your mindset to sustain your performance change.  

How It Will Help You

By mastering a relationship-based selling approach, you can offer your customers value they can’t find on the Internet: You! And you position yourself for long-term partnerships that bring positive outcomes for all parties. As a result, you can expect:

• Increased sales
• Cross-selling and upselling opportunities
• Proven success backed up with testimonials
• Ways to incorporate leading practices in virtual selling as well as in-person
• Greater customer loyalty, which equates to more repeat sales
• Lower costs of sales, as it is far less expensive to keep a current customer than acquire a new one
• Discovery of more opportunities for sales
• Better customer satisfaction by being better able to meet their wants and needs
• More effective prospecting
• More sharing of information between buyer and seller can lead to co-creation of value and innovation for the company in terms of new solutions