Overview
Learning objectives
To make your customers want to buy from you - and keep them coming back.
Relationship selling
Markets are more competitive. Customers are more demanding. You can't sell on features and price alone. So you have to find that extra ingredient to make your customers want to buy and that ingredient is 'relationship selling'.
Today sales people have to build a relationship with their customer based on respect and trust. They have to establish the relationship over time, and work at maintaining it. This framework works for all forms of selling - but the more complex the product or service, the more important it is to get the relationship right.
In this fun drama, Elaine desperately wants to win 'Sales Person of the year' and a trip to Barbados. Gary and Calvin both want to go with her. The way they 'pitch' for her attention mirrors their different approaches to selling. Gary wants his customers to sign there and then; while Calvin prefers to build a longer-term relationship. Things start to go wrong - but then Elaine meets Supersalesman, who gives her the key she needs for success.
This flexible pack is designed to be used by sales managers, team leaders and sales trainers, or as a refresher. The programme includes a summary with an example of how to use SPEND in action and a guide with one hour to half-day course notes and follow-up activities.
Relationship-selling training to...
- Build positive relationships with customers and improve customer loyalty
- Maximise your sales opportunities and achieve targets
Training resources
Video (21 mins)
Summaries (13 mins)
Course guide (PDF)
Quick guide (PDF)
Video production
A Melrose production.
