The Art & Science of Consultative Selling
Creating & Managing Client Relationships
Creating Client Relationships
- Establish rapport and strengthen client connections—how to find common ground.
- Understand buying and decisions styles: how prospects decide who will get their business.
- Plan for successful appointments.
- Respond to every objection and hesitation—even the silent ones—using the conversational Pivot.
- Discover more client needs through a conversational interview.
- Suggest with authority, build value and upsell.
- Establish credibility and trust.
- Increase the perceived value of your services.
- Establish strategic partnerships—become an access point—increase efficiency and effectiveness.
- Learn the Negotiation Cycle.
- Anticipate and remove barriers and conditions.
- Build your closing team.
- Evaluate your conversion ratios to determine exactly what you need to do to meet your goals in 2004.
- Build and maintain a powerful network.
Objectives/Anticipated Results
- Take the Keirsey Behavioral Study and learn what type of communicator you are.
- Learn to make an excellent first impression.
- Learn objective based-workplace communication.
- Learn how to make sure other people “get” your point.
- Learn the art of “strategic flexing”. Adapt your style to meet your objectives
