Human Relations Approach to Selling
IMPACT© Value-Selling Technique with SHINE© Presentation Skills
(Increase Your Sales Faster and Easier Than You Ever Thought Possible)
The only real creators of wealth in our society are businesses. Businesses produce all products and services. Selling is the most vital function in any business. Without sales, the biggest and most sophisticated companies shut down. Sales are the spark plug in the engine of free enterprise. As a professional businessperson, you are a ‘mover and shaker’ in our society.
Relationship Selling – which word is more important? Relationship? Or Selling? If you build a good relationship with somebody in business, and you never make a sale, what’s that worth to you in revenue numbers? Zero. In other words, the relationship without the sale is not worth much.
On the other hand, what if you make a sale to someone, but you do it in such a way that you do not cultivate a relationship with him or her? How hard is the second sale going to be? Not only as hard as the first, it will be harder than the first.
The relationship matters; and the sale matters. It is not a matter of either/or; it is one phrase – Relationship Selling – that describes a way of going about making the sales, building relationships and cultivating profitable, ongoing connections with people.
Selling today is more about relationships, about connections with people. Prospects won’t waste a lot of time on unfocused sales pitches or old-fashioned notions. They want to develop a useful, professional relationship with salespeople and suppliers who can help them solve problems and help them answer questions. The sales professionals in any industry do much more than just sell products; they prescribe and provide compelling solutions.
Human Relations Approach to Selling is about making sales while building relationships.
Program Outline
Transform the Sales Culture towards Excellent Customer Relations
• Understanding the SCRP (Sale-Customer Relationship Process)
• Create Customer Synergy
• Understanding the Principles of the Five Buying Decisions
• Have a Service Attitude to Selling
• Understanding the True nature of selling
IMPACT© – Intentions
• Credibility and the Salesperson
• Credibility and the Company
• Believe in Your Company – its history, products, services, and commitments
• Creating barriers between your product/service and the competition
IMPACT© – Multiply
• Presenting to Win
• Importance of Value-building
• Selling of Benefits Not Features
IMPACT© – Professionalism
• Approach with Relationship Selling with 5 Professional Intents
• Prospect have the answers; We have the Questions
• Selling Solutions to People’s Problems
IMPACT© – Action
• Understanding the Value-Star of Value Creation
• Understanding the Difference between Objections; Rejections’ and Conditions
• The Power of Benefit Summary
• Always Ask for the Order
IMPACT© – Commitment
• Ask for Value Commitment
• Building Commitment with Confidence
• 3 Principles of Closing
• Create the Need of Urgency
• Using Power-Closing Techniques
IMPACT© – Trust
• Moving from Buying Customer to Customer Loyalty
• Maintain the Customer Base
• Grow opportunities within the customer base
• Leverage your current customers for future business.
Who Will Benefit Most From This Program?
This program is recommended for every employee whose job requires them to sell the company’s products and services. This program helps to enhance the right attitude and professionalism towards their role in selling, bringing value for their presence to the customers, improve their self-esteem, and most importantly, closing the sale with relationship-selling strategy.
