What you'll learn:
- Adopt the key principles of top quality sales and relationship management
- Develop a customer-centric sales approach and mindset to build long-term relationships.
- Identify and optimize your sales and relationship strategy
- Use relationship management techniques to turn objections into opportunities.
- Manage negative relationships and overcome barriers
- Utilize conflict resolution techniques to navigate challenging sales situations.
- Appreciate why sales and relationship management are important to all industries
- Conduct great sales meetings, from initial encounter to closing new business
- Utilize effective communication techniques to discover customer needs and pain points.
- Cultivate strong relationships with customers through active listening and empathy.
- Apply relationship building strategies to cross-sell and upsell products and services.
- Identify and prioritize customer needs to deliver personalized sales experiences.
- Implement customer feedback to continuously improve sales processes.
Sales is part of every job today whether you are working with customers or your colleagues or boss. Yet, most people believe and behave as if it was the "sales team's job." In fact, it is your job if you work in any role that deals with people. Sales isn't about convincing someone of anything. Rather, sales is about preparation and listening. Preparing by knowing what you have or provide, and/or what your product does and provides and, then listening to your customer, colleague or boss, and then paving the way to marry their needs with what you have (or simply not, and realizing there is no fit).
Simplified, sales and relationship management involves 2 fundamentals skills:
1. Preparation
2. Listening
This course will orient you on sales and relationship management, a very important aspect of business - one that going forward, will help you in your career. This serves as an introduction to sales, relationship management and the importance of both in banking and services.
This course covers the following topics, in three sections.
The first two sections focus on sales, including:
1. Sales? A Definition and the Truth
2. Where Do You Fit In?
3. The Right Mindset / The Right Skills
4. Your Unique Selling Position
5. Analyzing Your Market Opportunity
6. Competitive Analysis
7. The Sales Process
8. Great Meetings
9. Closing (Options, Pricing)
10. Success Principles
11. Success Metrics
12. Recap
While the third section covers relationship management, including:
1. What’s Relationship Management?
2. The New Truth
3. Why is it important?
4. Relevance to banking
5. Internal and external importance
6. Principals of building positive relationships
7. Steps to the process
8. Principals to managing negative relationships
9. Steps to the process
10. Relationship Best Practices
More about this course and Starweaver
This course is led by a seasoned customer services and sales executives with many years of hands-on, in-the-trenches sales, customer relationship management, business development, and marketing work. It has been designed, produced, and delivered by Starweaver. Starweaver is one of the most highly regarded, well-established training providers in the world, providing training courses to many of the leading financial institutions and technology companies, including:
Ahli United Bank; Mashreqbank; American Express; ANZ Bank; ATT; Banco Votorantim; Bank of America; Bank of America Global Markets; Bank of America Private Bank; Barclay Bank; BMO Financial Group; BMO Financial Services; BNP Paribas; Boeing; Cigna; Citibank; Cognizant; Commerzbank; Credit Lyonnais/Calyon; Electrosonic; Farm Credit Administration; Fifth Third Bank; GENPACT; GEP Software; GLG Group; Hartford; HCL; HCL; Helaba; HSBC; HSBC Corporate Bank; HSBC India; HSBC Private Bank; Legal & General; National Australia Bank; Nomura Securities; PNC Financial Services Group; Quintiles; RAK Bank; Regions Bank; Royal Bank of Canada; Royal Bank of Scotland; Santander Corporate Bank; Tata Consultancy Services; Union Bank; ValueMomentum; Wells Fargo; Wells Fargo India Solutions; Westpac Corporate Bank; Wipro; and, many others.
Starweaver has and continues to deliver 1000s of live in-person and online education for organizational training programs for new hires and induction, as well as mid-career and senior-level immersion and leadership courses.
If you are looking for live streaming education or want to understand what courses might be best for you in technology or business, just google:
starweaver journey builder starweaver[dot]com
Happy learning.
