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Relationship Selling Skills

Relationship Selling Skills . Relationships aren’t ‘Taught’ but ‘Acquired’ . JUST LISTEN. LISTEN…LISTEN… LISTEN… Perhaps the most important thing we ever give each other is our attention. Be a Partne r NOT a Supplier.

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Relationship Selling Skills

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  1. Relationship Selling Skills

  2. Relationships aren’t ‘Taught’ but ‘Acquired’

  3. JUST LISTEN LISTEN…LISTEN… 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. Creating Profits through Relationship techniques

  17. The Questions are always more important than Answers How to create profits using relationship selling??

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

  19. People are more important than things

  20. There is more than one way of measuring profits and losses

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