Sales Training Program; Relational Customer Enrollment
Program Outline:
In today's 'new economy' it is no surprise that achieving selling success is getting harder and harder. The competition is tougher than ever, and the pace is much faster. It is no longer enough to just have a great product and deliver a persuasive presentation on the features and benefits you offer. Recent studies show that the majority of consumers no longer 'buy in' the sales pitches of Corporate America. These days, selling isn't about convincing the customer to buy your product or playing order taker in response to clever ad campaigns. Instead, you must learn to nurture customer relationships and function as an expert consultant who has the skills and patience to first identify what the customer really needs and wants, and then help him obtain it. Sales efforts must work to foster deep referral partnerships with existing customers to stimulate loyal repeat sales and new customer acquisitions organically.
In our Relational Customer Enrollment program, we help turn great sales reps into outstanding sales consultants. Using a fast-paced, multi-faceted sales training approach that combines short lectures, interactive small groups, role-play, and personal coaching, our gifted senior sales instructors will provide you with plenty of hands on practice to gain confidence in your new sales skills. During the 8 week program, you will learn about the psychology of selling, listening and interviewing skills, and achieve 'requests to participate' basically letting the customer handle the close and be excited to do it. As you learn to identify what the customer truly values, you will also discover techniques for delivering the real value he is looking for. Instead of just being a walking brochure, you will become a trusted friend and earn a business relationship that can last a long time. Turn customers into a loyal sales force.
Program Objectives:
Participants in the Relational Customer Enrollment program will learn to:
- Take advantage of the importance of a value approach in building a successful customer partnership
- Demonstrate the face-to-face Relationship Selling process
- Sell long-term relationships rather than low bids
- Utilize questioning techniques to listen to clients instead of pitching products
- Learn to recognize the relationships between customer needs and the capability and value of the products and/or service you offer to fulfill the need
- Understand how to differentiate product/service and company in a competitive selling environment
- Top closing techniques and when and how to use them
- 5 Habits of Organic Growth
- Recognize opportunities to add value to client's business
- Offer creative solutions and options that please the customer and boost your profit
- Learn to implement a Customer Connection (Touch) Program
- Comprehend when and why buyers buy to be able to increase sales
On-Site Sales Training: can be tailored to the needs of client organization and delivered on-site at time and location of client choice.
8 Week Foundation Program
- Weeks 1,3,5,7 - Live 90 Minute Sessions
- Weeks 2,4,6,8 - 45 Minute WebEx Sessions
For more information and pricing, please contact us