Relationship Selling Skills a nice picture???

Relationships aren’t ‘Taught’ but ‘Acquired’ Can we look at putting a better pic here???

JUST LISTEN LISTEN…LISTEN… LISTEN… Perhaps the most important thing we ever give each other is our attention

Be a Partner NOT a Supplier Acknowledges and reinforces the need for ongoing involvement with a client Gain mindshare Drive thought leadership Partner with the client Solve problems Introduce innovative win-win solutions and applications

Relationship selling skills nurture business Organic Growth Building business through Networking New Business Nurturing a lead into conversion

A new way of thinking about Relationships Organic Growth Nurturing Business Development ambitions through Positive Word of mouth Drive revenue yield through Cross-sell, Bundle, Up-sell Create future opportunities with Introduction to various product offerings Revenue yield box to be bigger than other 2 boxes

Relationships are more important than short term gain/ win Pls put a pic

Driving Business development through Relationships Displace current supplier Identify prospects ~ expand category Use referrals to advantage

“The Sun and the Moon need to line up to knock out the incumbent” Find/ Fill gaps to identify existing opportunities or create new avenues Use relationship techniques to advantage

Fundamentals Fundamentals Fundamentals

Invest in honing Your Relationship Selling Skills

First Impression is the KEY

You are only as good as your last word If I only had three words of advice, they would be, Tell the Truth If got three more words, I'd add, all the time"

Answer WIIFM? Positive Body Language Patience Let everyone talk Check Egos at the door No job is beneath you Spend time on Right things vs. doing things right

No Shortcuts!!!! The best shortcut is the long way, which is basically two words: WORK HARD Luck is where preparation meets opportunity When we are connected to others, we become better people Phrase alternatives as questions

Preparation & Presentation Relationship Selling Preparation & Presentation Good posture Sincerity

Creating Profits through Relationship techniques

The Questions are always more important than Answers How to create profits using relationship selling??

Be Profitable… Single Sales objective Cross Sell Bundling Repeat sales Referral business Move on to higher ticket items Better Pricing Customer retention

People are more important than things

There is more than one way of measuring profits and losses