Starting Relationship Selling

Key Learning Points

DON’T: Expect a windfall
INSTEAD: Selling starts with you
DON’T: Be indifferent
INSTEAD: Show genuine interest
DON’T: Just sell products
INSTEAD: Be responsive to client needs
DON’T: Forget your HEART
INSTEAD: Build lasting relationships with HEART

Synopsis

When Carol is left to train four staff to sell, she assumes none will succeed.

Carol is skeptical when Marcus asks her to train four staff in the art of relationship selling: Tammy, Carlos, Dion and Casey. For Carol, this seems an impossible task. Sherry wished she had been chosen as a sales trainee, as she loves selling and connecting with people, as has great insights about how to do relationship selling. The trainees learn through role-plays to build their skills and Carol doesn’t hesitate to give them harsh feedback. They learn to show interest, ask questions, be responsive to client needs, and not over push product. Casey surprisingly develops her own “take-home” message from the session; that relationship selling really is all about HEART—Help, Expectations, Ask, Remember and Timing. Sam reluctantly agrees that this is an excellent approach for the company.

Cutting Edge Communication training videos are designed to provoke discussion and response. Contemporary, fast paced, short, character driven, sitcom-style comedies, these courses take an innovative approach to reaching today's learners. Through laughter, discussion and reaction, we can all develop a more transparent and shared vision of how we wish to behave, how we manage ourselves, and how we cooperate with others.

While some find them insensitive or even outrageous, the vast majority of viewers and participants have found them to be refreshing, stimulating and ideal for injecting energy and enthusiasm back into learning.

For information on other titles in the Cutting Edge Communication Series, please CLICK HERE.

Languages Available (sold separately): English

A 7 Dimensions release