Title: Relationship Selling Skills
1Relationship Selling Skills
2Relationships arent Taught but Acquired
3JUST LISTEN
LISTENLISTEN LISTEN Perhaps the most
important thing we ever give each other is our
attention
4Be 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
5Relationship selling skills nurture business
- Organic Growth
- Building business through Networking
New Business Nurturing a lead into conversion
6A new way of thinking about Relationships
7Relationships are more important than short term
gain/ win
8Driving Business development through
Relationships
9The 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
10Fundamentals
Fundamentals
11Invest in honing Your Relationship Selling Skills
12First Impression is the KEY
13You 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"
14Positive Body Language
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)
17Creating Profits through Relationship techniques
18The Questions are always more important than
Answers
- How to create profits using relationship selling??
19Be Profitable
- Single Sales objective
- Cross Sell
- Bundling
- Repeat sales
- Referral business
- Move on to higher ticket items
- Better Pricing
- Customer retention
20People are more important than things
21There is more than one way of measuring profits
and losses