Tuesday, September 13, 2011

Sales Success - Relationship Selling Skills - Salesperson Training Manual - Dr. Slord Suniverse And Red Shoe Consulting

sales success - relationship selling skills - salesperson training manual - dr. slord suniverse and red shoe consulting
sales success - relationship selling skills - salesperson training manual - dr. slord suniverse and red shoe consulting

Today’s sales environment is dramatically different from a decade ago.

With the emergence of the Internet, computers, increased global competition and the influx of non-differentiated products and services, your customers have become more knowledgeable and less likely to respond to the sales techniques of the past. Quality and service are expectations and no longer the selling “edge.” Customer loyalty must be earned through effective solution-based selling.

Companies that a decade ago were “product driven” have become “market driven.” They approach and sell to their customers in a “problem-focused” manner, providing "value-added" solutions to business needs versus selling “products or services.” Despite significant market changes, much of the training provided to salespeople still talks about selling as a transaction-based process, or a mechanistic approach that goes from step to step in strict adherence to formulas or closing techniques that no longer work.

To be successful today, we, as salespeople, must pay as much attention to relationships as we pay to products. We must strive to develop solutions that truly add value and lead to long-term partnerships with the customer. We need to develop situations in which we are working with --- not on --- the customer to bring all the value of our products and programs to bear. Today’s salesperson is a problem-solver who must build a climate of trust and respect in order to earn the business from each customer.

This Relationship Selling Skills (RSS) program will help accomplish that goal. The skills and tactics presented in it are based on analyses of successful salespeople operating in today’s competitive environment. While the purpose of all sales styles or philosophies is to sell, this program enables the salesperson to employ strategies to build long-term relationships that pay off in repeat business from satisfied customers.

DOWNLOAD SALES SUCCESS - RELATIONSHIP SELLING SKILLS - SALESPERSON TRAINING MANUAL - DR. SLORD SUNIVERSE AND RED SHOE CONSULTING

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