Courses for
Relationship Selling Skills
Selling is about relationships. That’s true regardless of what services or products you’re selling. However, most companies invest a lot more time and money teaching their sales force about their services or products than they do about the skills of building relationships. It’s true that most people who go into sales are likeable. But it’s also true that those same likeable people tend to talk too much, listen too little, ask poor questions and miss key information. The result is that they leave a lot of money on the table.
Relationship Selling Skills was designed specifically to address the areas where strong relationship skills have the greatest impact on winning, increasing, or retaining business. From new hires who are just hitting the streets to seasoned pros who have developed unproductive habits, Relationship Selling Skills helps your sales force make the most of every opportunity.
LEARNING GOALS
Ridge’s Relationship Selling Skills course equips your salespeople with the skills to:
- differentiate themselves and the company in the way that they build relationships;
- follow a structured, though flexible, sales path;
- guide a sales call right from the start;
- listen skillfully to understand a customer’s needs and point of view;
- position products and services by linking them to stated customer needs;
- handle objections by exploring the issues behind them; and
- move a sale toward action and closing.
REINFORCEMENT
All Ridge courses include a variety of reinforcement tools to help the participant apply the skills and to enroll the participant's manager in supporting skill use on the job. Click here for more details.
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