The Sales Relationship

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"In sales, the ability to match the benefits of a product or service to the values of the client is essential for success. Application of Relationship Awareness Theory increases the probability of accurately assessing the client's basic values and inferring what the client will find rewarding or appealing. It follows from the theory that there is no one ‘best' sales strategy since what may reward one person may threaten another." - Elias H. Porter, PhD and Founder of Personal Strengths Publishing

Many sales programmes allow salespeople to believe that in order to sell, they just need to use set skills, techniques or a process that will turn prospects into customers. This course goes beyond simply providing knowledge and practice of a sales process. It takes account of indviduals values, attitudes, habits and personality which might be causing them difficulties in applying certain sections of a process sucessfully.

Using Relationship Awareness this programme also shows that in order to appeal to potential clients, one needs to speak to them in their own language, tailoring the communication style to each individual. It will help sales professionals understand how their own values and style affect how they see the people they are trying to sell to and visa versa.

Core Learning Objectives

Learn that each person's perspective, effects all that they say and perceive.
To understand that the key to a successful sales career lies in being able to relate to people on their own terms.
Insights into their own motivational values profile
Discover what it is that truly motivates them to sell
Linking barriers and difficulties they are having with the process to their profile
Ways to overcome these barriers by borrowing behaviours that link to their motivational values
How customers with different motivational values will perceive them
The importance and method of adapting their style for each different type of customer
An awareness of their sales strengths
An awareness of their potential overdone strengths and how this could create a conflict trigger for a potential customer
Understanding of what causes conflict for different customers
Learn how to resolve conflict situations in different customers quickly
Sample questions to help them determine the buyers motivational values
Selling “Do’s” and “Don’ts” for each type of customer
Practical tools to help their tailor their sales presentation to different buyers
Exercises to practice applying their new insights to their sales presentations
Also see our Coaching For Performance Improvement programme. This is an ideal programme for your sales line managers to attend so they can continue to coach your sales people to higher performance when back in the workplace. We believe this is essential as sales performance is similar to sport performance where professionals have to continuously train, practice and be coached to remain at the top of their game.

What it Can Deliver

This programme can impact at a number of levels and areas depending on your requirements we would work in partnership with you to design and deliver a tailored session. To find out more about the typical features this programme can deliver click here.

Interested?

If you would like to arrange a no obligation meeting, make an enquiry or book one of our programmes, please complete a contact us form and one of our consultants will get in touch with you.

Alternatively call us on 01202 531133 for an informal discussion.

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