feg sales training relationship building how to's

Initiate | Build | Manage | Optimize

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Presentation Notes

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Building Relationships for Success In SalesNew Agent Client CareWebinar

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FEG ACADEMY LEARNING SERIES

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What You Learn in This Series Icebreaker: Business Card Networks

Course Overview

Focusing on Your Customer

What Influences People in Forming Relationships?

Disclosure

How to Win Friends and Influence People

Morning Wrap-Up

Lunch

Perfect Pairs

Communication Skills for Relationship Selling

Non-Verbal Messages

Managing the Mingling

The Handshake

Small Talk

Networking

Workshop Wrap-Up

Overview

• Discover the benefits of developing a support network of connections.

• Understand how building relationships can help you develop your business base.

• Learn how to apply communication techniques to build your network.

• Identify the key elements in strong working relationships, and how you might put more of these elements in your working relationships.

• Recognize the key interpersonal skills and practice using them.


• There was a time where sales efforts focused on getting as much product or service sold as possible.

• Hard selling practices are being replaced by a focus on what the customer needs.

• We can figure out what our customers need by exploring what their challenges are and how we can help to minimize those challenges.

Customer Focused Selling (I)


• When we take a real interest in our customers we develop relationships with them that ultimately help us to sell more.

• When customers have a choice about who to buy from, they shop with companies that they like.

• While you may not like each of your customers personally, it’s important that your attitude reflects that you enjoy your work, and being able to help your customers.

Customer Focused Selling (II)


• This is called Customer Focused Sales or Consultative Selling.

• Requires consistent work and skill development to be effective and to generate sales.

• A customer focus should be applied at each sales opportunity that you have, no matter the length of the process.

Customer Focused Selling (III)


• Can you name some companies that use an older style sales approach?

• Can you think of some companies who are successfully using a customer-focused or consultative approach?

• What do you love about sales?

Customer Focused Selling (IV)

Focusing on Your Customer Understanding Effort vs. Results (I)

OptimizeManage

Initiate Build

High

Low High

Outcom

e

Effort/Time

Presenter

Presentation Notes

The quadrants defined by the matrix are: Initiate: Find new opportunities Build: Convert those opportunities into clients by building trust Manage: Manage the relationship and focus on serving your customers by offering solutions Optimize: Grow the relationship with consistent results and problem solving

Initiate | Build | Manage | Optimize

Presenter

Presentation Notes

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Initiate• Networking in the community

• Attending business association meetings and conferences

• Asking for referrals from existing clients

• Volunteering


Build• Deliver on your commitments• Be on time• Under promise and over deliver• Demonstrate your professionalism and trustworthiness• Be likeable and knowledgeable

Session Two: Focusing on Your Customer

Manage• Offering solutions • Completing gap analysis and needs

assessments• Asking open ended questions• Discovering their motivation for buying• Offering meaningful solutions

Debrief (III)

Session Two: Focusing on Your Customer

Optimize• Following up on time• Investigating other opportunities within the organization• Reaching out to let them now about new solutions as they

come available

Debrief (IV)