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SUMMARY:Dale Carnegie Sales Training: Winning with Relationship Selling
DESCRIPTION:Dale Carnegie Sales Training: Winning with Relationship Selling\n\nTo win in business\, it is not about the sale. It's about the relationship.\n\nBy approaching your clients with the right attitude and focusing on their success as opposed to just your own\, you will make a connection based on mutual respect and trust.\n\n\n \n\n\nAbout This Course\n\nIn Dale Carnegie Sales Training: Winning with Relationship Selling\, learn how to build productive relationships built on reciprocal trust that comes from established credibility and a mutual understanding of value. These relationships happen when the seller can demonstrate a genuine comprehension of the client's world their real needs based on asking powerful questions and listening skills that identify opportunities and challenges and uncover unknown or unexpressed requirements. In an environment where the seller can't always win on price\, it's important to be focused on the real customer wants and needs that will ensure mutual success. Dale Carnegie's proprietary Sales Model and Process is adaptable within any sales culture and fits any salesperson's style. You should treat sales like you treat other relationships. It's give and take\, with a heavy emphasis on give!\n\n\n\nWhat You'll Learn\n\n\n\nMany salespeople and their organizations have pivoted to a virtual selling model or blended model with a combination of in-person and virtual meetings. While the psychology of the process stays the same\, different delivery styles are often needed. This course covers both leading practices in virtual selling as well as in-person.\n\nSelling in today's complex and volatile world is brutal\, as the competition is always nipping at your heels. The advantage you had yesterday may be gone today. Additionally\, customers\, who have become more informed\, have higher expectations\, and greater power through their ability to share their experiences with the world and learn from others via the Internet and social media.\n\nIf your approach is insincere or inappropriate\, and/or if you fail to build the necessary relationships with your target audience\, you can wave your quota goodbye! Unsuccessful salespeople focus on trying to get the sale at any cost by trying to figure out what to say or do to get the prospect to buy. Successful salespeople know that when they try honestly to see things from the prospect's point of view\, that they can provide insight and a unique solution are focusing on building a mutually beneficial relationship\, not just one sale.\n\nWhile it is true that selling has changed dramatically over the past few decades due to customer knowledge\, globalization\, technology\, the internet\, etc.\, what hasn't changed over thousands and thousands of years is how people buy. To decide to buy\, the seller has to go through five distinct mental processing steps. A skilled professional understands the psychology of this process (Connect-Collaborate-Create-Confirm-Commit) and is thereby able to facilitate not manipulate the process. A thorough understanding of this process helps the salesperson stay out of the way to allow a client to buy.\n\n \n\nCourse Objectives\n\nThe Dale Carnegie Sales Training: Winning with Relationship Selling course equips you to:\n\n1. Create and demonstrate sales strategies that facilitate the buying process through relationship-oriented techniques.\n\n2. Use methods to establish a connection with customers to gain access and establish trust.\n\n3. Construct solutions in collaboration with customers while offering insights and establishing value.\n\n4. Apply the Dale Carnegie Sales Model to eliminate objections and minimize the need for negotiation.\n\n5. Employ proven techniques to maintain customer relationships and encourage repeat business.\n\n\n \nWhy you want to learn it\n\n\n\nWhen customers have completed 70% of the buying process or can complete many online purchases without ever engaging with a single salesperson\, traditional sales tactics simply no longer work. Your customers are the personification of the empowered consumer\, knowledgeable beyond the need for basic information. You need a relationship-selling approach that leads to a profitable relationship.\n\n \n\nWhat You Can Expect During the Course\n\nDiscover: Discover the unique value you bring to your customers as a professional salesperson You. Along with the skillset to achieve your desired performance change\, you will strengthen your mindset to sustain your performance change. \n\nExpect Thoroughly Trained Trainers: The participants in Dale Carnegie Sales Training: Winning with Relationship Selling are made up of a spectrum of experience from people new to sales to veterans retooling their skills. Psychological Safety is emphasized to create a safe place to try out new skills and ideas. The trainers are highly vetted and undergo intense training that is ISO9002 certified to achieve consistent results globally. While part of a global organization\, they are connected to your local culture\, customs and language. As a bonus\, all Dale Carnegie Sales Trainers are successful salespeople and add their credibility and experience to yours.\n\nExpect Breakthroughs: Each time a new tool is introduced\, it is demonstrated and practiced the 'right' way and coached in the moment before moving it out into your sales practice. Once a tool has been tested with customers and others\, the group holds itself accountable by reporting back on what did or did not work. This fascinating approach makes it possible for everyone to learn from each other's efforts. By experiencing a series of successful attempts with positive reinforcement\, habits are changed\, and new skills are ingrained.\n\n\n \nHow it will help you\n\n\n\nBy mastering a relationship-based selling approach\, you can offer your customers value they can't find on the Internet: You! And you position yourself for long-term partnerships that bring positive outcomes for all parties. As a result\, you can expect:\n\n-Increased sales\n\n-Cross-selling and upselling opportunities\n\n-Proven success backed up with testimonials\n\n-Ways to incorporate leading practices in virtual selling as well as in-person\n\n-Greater customer loyalty\, which equates to more repeat sales\n\n-Lower costs of sales\, as it is far less expensive to keep a current customer than acquire a new one\n\n-Discovery of more opportunities for sales\n\n-Better customer satisfaction by being better able to meet their wants and needs\n\n-More effective prospecting\n\n-More sharing of information between buyer and seller can lead to co-creation of value and innovation for the company in terms of new solutions\n\n \n\nWho Should Attend\n\nSales professionals who are willing to invest their time and are open to coaching to build their skills at any stage of their career.
X-ALT-DESC;FMTTYPE=text/html:\n
Dale Carnegie Sales Training: Winning with Relationship Selling
\n\n
To win in business\, it is not about the sale. It&rsquo\;s about the relationship.
\n\n
By approaching your clients with the right attitude and focusing on their success as opposed to just your own\, you will make a connection based on mutual respect and trust.
\n
\;
\n\n\n
About This Course
\n\n
In Dale Carnegie Sales Training: Winning with Relationship Selling\, learn how to build productive relationships built on reciprocal trust that comes from established credibility and a mutual understanding of value. These relationships happen when the seller can demonstrate a genuine comprehension of the client&rsquo\;s world&mdash\;their real needs&mdash\;based on asking powerful questions and listening skills that identify opportunities and challenges and uncover unknown or unexpressed requirements. In an environment where the seller can&rsquo\;t always win on price\, it&rsquo\;s important to be focused on the real customer wants and needs that will ensure mutual success. Dale Carnegie'\;s proprietary Sales Model and Process is adaptable within any sales culture and fits any salesperson&rsquo\;s style. You should treat sales like you treat other relationships. It&rsquo\;s give and take\, with a heavy emphasis on give!
\n
\n
What You&rsquo\;ll Learn
\n\n\n\n
Many salespeople and their organizations have pivoted to a virtual selling model or blended model with a combination of in-person \;and virtual meetings. \;While the psychology of the process stays the same\, different delivery styles are often needed. \;This course \;covers both leading practices in virtual selling as well as in-person.
\n\n
Selling in today&rsquo\;s complex and volatile world is brutal\, as the competition is always nipping at your heels. The advantage you had yesterday may be gone today. Additionally\, customers\, who have become more informed\, have higher expectations\, and greater power through their ability to share their experiences with the world and learn from others via the Internet and social media.
\n\n
If your approach is insincere or inappropriate\, and/or if you fail to build the necessary relationships with your target audience\, you can wave your quota goodbye! Unsuccessful salespeople focus on trying to get the sale at any cost by trying to figure out what to say or do to get the prospect to buy. \;Successful salespeople \;know that when they try honestly to see things from the prospect&rsquo\;s point of view\, that they can provide insight and a unique solution are focusing on building a mutually beneficial relationship\, not just one sale.
\n\n
While it is true that selling has changed dramatically over the past few decades due to customer knowledge\, globalization\, technology\, the internet\, etc.\, what hasn&rsquo\;t changed over thousands and thousands of years is how people buy. To decide to buy\, the seller has to go through five distinct mental processing steps. A skilled professional understands the psychology of this process (Connect-Collaborate-Create-Confirm-Commit) and is thereby able to facilitate&mdash\;not manipulate&mdash\; the process. A thorough understanding of this process helps the salesperson stay out of the way to allow a client to buy.
\n\n
\;
\n\n
Course Objectives
\n\n
The Dale Carnegie Sales Training: Winning with Relationship Selling course equips you to:
\n\n
1. Create and demonstrate sales strategies that facilitate the buying process through relationship-oriented techniques.
\n\n
2. Use methods to establish a connection with customers to gain access and establish trust.
\n\n
3. Construct solutions in collaboration with customers while offering insights and establishing value.
\n\n
4. Apply the Dale Carnegie Sales Model to eliminate objections and minimize the need for negotiation.
\n\n
5. Employ proven techniques to maintain customer relationships and encourage repeat business.
\n
\;\n
Why you want to learn it
\n\n\n\n
When customers have completed 70% of the buying process or can complete many online purchases without ever engaging with a single salesperson\, traditional sales tactics simply no longer work. Your customers are the personification of the empowered consumer\, knowledgeable beyond the need for basic information. You need a relationship-selling approach that leads to a profitable relationship.
\n\n
\;
\n\n
What You Can Expect During the Course
\n\n
Discover: Discover the unique value you bring to your customers as a professional salesperson &ndash\; You. \;Along with the skillset to achieve your desired performance change\, you will strengthen your mindset to sustain your performance change. \;
\n\n
Expect Thoroughly Trained \;Trainers: The participants in Dale Carnegie Sales Training: Winning with Relationship Selling are made up of a spectrum of experience from people new to sales to veterans retooling their skills. Psychological Safety is emphasized to create a safe place to try out new skills and ideas. The trainers are highly vetted and undergo intense training that is ISO9002 certified to achieve consistent results globally. While part of a global organization\, they are connected to your local culture\, customs and language. As a bonus\, all Dale Carnegie Sales Trainers are successful salespeople and add their credibility and experience to yours.
\n\n
Expect Breakthroughs: Each time a new tool is introduced\, it is demonstrated and practiced the &lsquo\;right&rsquo\; way and coached in the moment before moving it out into your sales practice. Once a tool has been tested with customers and others\, the group holds itself accountable by reporting back on what did or did not work. This fascinating approach makes it possible for everyone to learn from each other&rsquo\;s efforts. \; By experiencing a series of successful attempts with positive reinforcement\, habits are changed\, and new skills are ingrained.
\n
\;\n
How it will help you
\n\n\n\n
By mastering a relationship-based selling approach\, you can offer your customers value they can&rsquo\;t find on the Internet: You! And you position yourself for long-term partnerships that bring positive outcomes for all parties. As a result\, you can expect:
\n\n
-Increased sales
\n\n
-Cross-selling and upselling opportunities
\n\n
-Proven success backed up with testimonials
\n\n
-Ways to incorporate leading practices in virtual selling as well as in-person
\n\n
-Greater customer loyalty\, which equates to more repeat sales
\n\n
-Lower costs of sales\, as it is far less expensive to keep a current customer than acquire a new one
\n\n
-Discovery of more opportunities for sales
\n\n
-Better customer satisfaction by being better able to meet their wants and needs
\n\n
-More effective prospecting
\n\n
-More sharing of information between buyer and seller can lead to co-creation of value and innovation for the company in terms of new solutions
\n\n
\;
\n\n
Who Should Attend
\n\n
Sales professionals who are willing to invest their time and are open to coaching to build their skills at any stage of their career.
\n\n
\;
\n