Relationship Management

Using psychology to build profitable, long-term sales relationships
Selling and Account Management are relationship businesses. The most successful salespeople know that customers are more likely to buy when they feel comfortable in their relationship with the supplier.
However, building relationships is not always easy and they can break down for reasons that have nothing to do with your product or service.
Why this happens and what you can do about it is the focus of this course. Each and every one of us has a distinctive style that determines how we think, feel and act.

When the strengths of our selling approach fail to put us in touch with the needs of our client's or prospect's buying approach, then even the best sales techniques can fall on deaf ears.
This is a high impact, participative sales workshop. It has been designed to help you understand your clients and prospects, so you can adapt your selling style and ensure you develop comfortable, result-oriented relationships.

By attending this course you will understand :

• How to identify your key clients' buying styles.
• How style impacts on selling and account management.
• How to develop and apply a sound, realistic sales strategy, enabling you to adapt your own style to blend effectively with your clients' approach.
• The strengths and limitations of your own selling and account management style.
• Which selling behaviours work with which clients and why?
• How to increase your sales by becoming more adaptable.
• That customer behaviour is a balance of emotion and logic.
• How to modify your behavioural style to handle difficult clients successfully.

Who should attend?

Salespeople, Relationship Managers, Key Account Managers, Sales Managers, all key personnel who have client contact. This programme is geared to be a very practical result-oriented session for people who know and feel that success in today's market place requires more than just providing good products and services at affordable prices.