COURSE TITLE
BUILDING RELATIONSHIPS FOR SUCCESS IN SALES
Return to Professional Skills Main Page
OVERVIEW  

This workshop focuses on selling using a strategic relationship-building approach. No one questions that making friends is a good thing. In this workshop, you are going to discover that the business of business is making friends, and the business of all sales professionals is making friends and building relationships. Strategic friendships will make or break any business, no matter how big and no matter what kind of market.

LEARNING OBJECTIVES  
  • Discover the benefits of developing a support network of connections.
  • Understand how building relationships can help you develop your business base.
  • Learn how to truly like your acquaintances—not just pretend to.
  • Identify the key elements in strong working relationships, and how you might put more of these elements in your working relationships.
  • Recognize the key interpersonal skills and practice using them.
  • Identify some strategies to make participants feel comfortable making these connections.
COURSE OUTLINE  
  1. Sales Bingo
  2. How to Get People to Like You
    • The Rules of Likeability
  3. What Influences People in Forming Relationships?
    • Influences at Work, Part 1
    • Building Customer Connections
    • Influences at Work, Part 2
  4. Disclosure
  5. Proximity
  6. How to Win Friends and Influence People
  7. Communication Skills for Relationship Selling
    • Listening
    • Active Listening
    • Asking Questions
  8. Non-Verbal Messages
  9. Managing the Mingling
  10. The Handshake
    • The Professional Handshake
    • Handy Hands
  11. Small Talk
  12. Networking
    • Organizing Your Network

 
METHODOLOGY  
  • Large group discussions
  • Small group discussion and skill-building exercises
  • Individual skill-building exercises and practice sessions
  • Lecturettes
  • Simulations / Role-plays / Live Practice
WHO SHOULD ATTEND  
  • Account Managers, Sales Representatives, Territory Representatives, Sales Employees
PRE-REQUISITES

 
  • Completed pre-assignment
DURATION  
  • 1 Day
CLASS SIZE  
  • .6 – 10