Relationship Selling Skills - PowerPoint PPT Presentation

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Relationship Selling Skills

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... Building business through Networking New Business Nurturing a lead into conversion A new way of thinking about Relationships Relationships are more important than ... – PowerPoint PPT presentation

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Title: Relationship Selling Skills


1
Relationship Selling Skills
2
Relationships arent Taught but Acquired
3
JUST LISTEN
LISTENLISTEN LISTEN Perhaps the most
important thing we ever give each other is our
attention
4
Be 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

5
Relationship selling skills nurture business
  • Organic Growth
  • Building business through Networking

New Business Nurturing a lead into conversion
6
A new way of thinking about Relationships
7
Relationships are more important than short term
gain/ win
8
Driving Business development through
Relationships
9
The 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

10
  • Fundamentals

Fundamentals
Fundamentals
11
Invest in honing Your Relationship Selling Skills
12
First Impression is the KEY
13
You 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"
14
  • Answer WIIFM?

Positive Body Language
  • Patience
  • Let everyone talk

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)
17
Creating Profits through Relationship techniques
18
The Questions are always more important than
Answers
  • How to create profits using relationship selling??

19
Be Profitable
  • Single Sales objective
  • Cross Sell
  • Bundling
  • Repeat sales
  • Referral business
  • Move on to higher ticket items
  • Better Pricing
  • Customer retention

20
People are more important than things
21
There is more than one way of measuring profits
and losses
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