Successful Client Relationships training
Duration: 2 Days (10 am to 5 pm with one hour lunch break)
Cost: $ 1399 + HST
Course Outline
Successful selling is all about understanding people, including yourself:
understanding how your buyer thinks, what your customer really wants and choosing
the right approach to successfully develop that customer.
Delegates attending this highly practical Client Relationships training course
will develop and practise advanced interpersonal skills needed to win increased
business, particularly from their more challenging customers. The course incorporates
numerous role-plays under the guidance of a trainer with a long and successful
track record in building strong sales relationships.
Course Objectives
This Successful Client Relationships training course is designed for sales
managers, account managers and key account managers who are seeking to develop
advanced interpersonal relationship building skills. This course will enable
you to create effective working relationships with even the most demanding
of customers and thus secure more business.
Course Content
- Your Customer and You - The Psychology of Selling
- Assessing your current impact and ways to improve it
- Transactional Analysis and sales
- Getting to speak to the right people
- The buyer's motivation
- Relationships and rapport - key elements of success
- Advantageous use of voice and body language
- How successfully do You Build Relationships?
- Conducting a personal audit and reviewing your skill sets
- Why is the relationship important?
- Accurately assessing your target customers
- Identifying key skills and approaches for different types
of customer
- Developing the Customer - Being Better than your Competitors
- Researching the scope and strength of the competition
- Elevating your product and service from the competitors'
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- Extending the range of 'purchases'
- Long-term 'buy in' from clients
- Keeping competitors out
- Selling the Solution
- Effective proposals to beat the competition
- Presenting the solution for maximum impact
- Recognising the benefits that buyers want
- Understanding the value of intangible benefits
- Selling yourself as well as your product or service
- Continuing responsibility for continuing sales
- What profit does your customer want from the sale?
- Developing a Long-Term Partnership
- Opening the door to the development of a joint strategic
plan with the customer
- Helping the customer succeed - creating the long-term 'win-win'
- Involving the customer in your own products/service development
- Continuing to exceed expectations
- Personal Development
- Preparing a personal action plan
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Course Prerequisites
- There are no prerequisites for this Client Relationships training course.
For more information on above cource,
please call us at 647-271-3330 or e-mail to support@train4career.net