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Creating Value
   through Relationship Selling

This seminar will help participants to build stronger sales relationships and effectively sell value vs. features and price. The program can be structured for basic, intermediate or advanced selling skill levels.

Seminar Length: Two hours minimum. Full seminar: One full day.

The seminar includes written individual and group exercises, group discussions, group activities and business simulations, designed to create a highly-effective learning experience.

Please visit our Sales Training Seminars and Workshops website for more information.

Seminar Topics:

  • Selling and delivering value
  • Formulating your value proposition
  • Your personal mission & values statement
  • Aligning your goals with those of your client
  • Establishing a relationship based on trust
  • Partnering with your client
  • Becoming an effective sales consultant
  • The sales consulting process
  • Sales tactics vs. sales strategies
  • Positioning for competitive advantage
  • Managing key accounts
  • Developing a key-account strategy
  • Uncovering needs
  • Selling buyer benefits
  • Handling objections
  • Buying signals and selling signals
  • Negotiation styles and relationship negotiating
  • Gaining commitment
  • Managing your sales pipeline
  • Monitoring your attitude and self-image
  • Your sales-goal action plan

Participants in this seminar
will learn:

  • To identify their selling and behavior style
  • To identify each client’s buying style and adapt to it
  • How to establish credibility and trust
  • How to develop and maintain effective sales relationships
  • How to add value through effective sales consulting
  • To become a more effective self-manager

Who should attend this seminar?

  • New salespeople
  • Seasoned professional salespeople
  • Sales managers

The seminar can be customized to meet the requirements and the skill level of your group.

Selling is about relationships

Relationships are the key to success in sales. Many salespeople have strong selling skills, but continually lose to competitors because of a failure to establish real relationships with their prospects. They have the right product, the right opportunity and the right price, but they lose to the competitor with the right relationship. This seminar is about developing sales relationships based on trust and competence.

Multiply the value of this seminar with a DISC Assessment

Every salesperson has his or her own selling style. DISC is a simple model for understanding communication styles and adapting your style to more effectively communicate with others. Our sales assessment is designed to help salespeople effectively adapt their selling styles to fit each selling situation.

Prior to the seminar, each participant completes a survey and receives a 25-30 page report including:

  • An in-depth analysis of his/her communication and selling style
  • Personalized tips on communication and selling based on his/her assessment
  • An action plan for improving his/her effectiveness as a communicator

The personalized reports, and group interaction based on the assessments, add tremendous depth to the seminar.

For more information about how we integrate personality assessments into our training programs, please visit our DISC Training Workshops website.


The Competent Sales Consultant

The truly competent salesperson is a consultant who is able to establish relationships in which he or she provides much-needed and appreciated service to clients. A good consultant is a trusted professional who provides guidance in solving business problems. When you effectively fulfill this role in your business relationships, trust grows, and sales are the natural outcome. Conversely, when your primary goal is to make a sale at any cost, your prospect's natural tendency is to resist.

Creating Value through Relationship Selling

Many sales people have been taught to use manipulation and trickery to close sales. This seminar was designed to reorient salespeople to the sales process through solid relationship-based and communication-based training.

Participants will certainly learn to close sales; but, more importantly, they will learn to build sales relationships that will grow and continue to create value long after that first sale.

Visit our Sales Training Seminars and Workshops website to learn more.

Contact us to schedule a sales seminar for your group.

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1425 Market Blvd, Suite 530-250 Roswell, GA 30076 (Atlanta) 770-642-9298
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