For more than 10 years, StarQuest Learning has worked to develop people in the areas of leadership, sales, and customer service. Our innovative approaches to people development result in more learning, faster, with better retention of knowledge and greater returns on investment.
©2008 StarQuest Learning®
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| Relationship Selling Learning Track |
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Course 1: Relationship Selling as a Strategy
In today's competitive marketplace, having good products and services is not enough to maintain your competitive advantage. The way to keep customers is by building strong business relationships. During this course, we'll look at the abundant benefits of relationship selling, and define the steps of the relationship sales process.
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Course 2: Preparing for Sales Calls
Preparing to meet with customers takes time and energy, but it's well worth it. During this course, we'll explore how to get an appointment and how to prepare for your sales calls. We'll also discuss the importance of making the most of the time you have with a prospective customer.
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Course 3: Discovering Customer Needs
Effective salespeople are good communicators. They ask good questions and listen to the responses in order to learn about their customers. During this course, we'll discuss communication skills that will enable you to manage the discovery process and better understand your customer's needs.
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Course 4: Defining Value
An important aspect of relationship selling is knowing how each of your customers defines value, and knowing what value you can provide to them. During this course, we'll discuss how value can differentiate your products and services in a crowded marketplace, and we'll identify ways to communicate the value you bring.
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Course 5: Recommending Solutions
Customers want solutions that will address their needs and help them achieve their objectives. During this course, we'll look at how to develop a solution that will do that, and how to communicate the benefits of your products and services as part of that solution.
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Course 6: Closing the Sale
With a relationship selling approach, you're "closing" all throughout the sales process by gaining agreement on needs, understanding how you can provide value, and recommending solutions that are on target. All that's left is asking for the business and handling any objections the customer might bring up. During this course, we will explore ways to do just that—with confidence!
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Duration of Online Courses:
Each course takes approximately 30 minutes to complete
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Relationship Selling Learning Track Workbook |
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Manager Review and Reinforcement Guide |
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| Competencies Addressed: |
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Planning for Sales Calls |
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Developing Rapport |
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Discovering Customer Needs |
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Questioning and Listening |
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Defining Customer Value |
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Recommending Solutions |
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Handling Objections |
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