LEARNING OUTCOMES:

• The benefits of developing a support network of connections.
• How building relationships can help you develop your business base.
• How to apply communication techniques to build your network.
• The key elements in strong working relationships, and how they might put more of these elements in your working relationships.
• Key interpersonal skills.

COURSE OVERVIEW & CONTENT:

“The art of selling is the art of building relationships.”

The key to long-term success in sales is building strong, lasting relationships with your clients

No one questions that making friends is a good thing. In this workshop, participants will 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.

Focusing on Your Customer

• What Consultative Selling
  • Customer Focused Selling
• Understanding Effort vs. Results Matrix
• Considering the Possibilities

What Influences People in Forming Relationships?

• Seven Main Things That Influence People in Forming Relationships
• Influences at Work
• Building Customer Connections

Disclosure

• The Johari Window
  • Self-Awareness
  • Ability to Ask Feedback of Others.
• How Disclosure Can Help Build Good Relationships

How to Win Friends and Influence People

• About Dale Carnegie
• Small Group Exercise

• Become Genuinely Interested in Other People
• Smile
• Remember People’s Names
• Be a Good Listener
• Make the Other Person Feel Important
• Show Respect
• Appreciation

Communication Skills for Relationship Selling

• Listening Exercise
• Active Listening
• Asking Questions

Non-Verbal Messages

• Ensure That Your Body is Sending the Same Message as Your Words

Managing the Mingling

• Tips on Mingling
• Ways to Remember Peoples’ Names

The Handshake

• The Professional Handshake
  • The Five Key Elements of a Good Handshake
• Handy Hands

Small Talk

• Basic Do’s and Don’ts of Small Talk

Networking

• Organizing Your Network
• Case Study