Understanding Relationship Selling: How to Build Customer's
Rapport, Respect and Trust Understanding Relationship Selling
combines self-study with realistic workplace activities to develop
skills in understanding the value of building relationships with
your customers to facilitate repeat business and achieve referrals.
It compares traditional selling techniques with more modern sales
processes based on the development of trust, rapport and empathy.
This Learning Short-take will guide you in evaluating your own
approach to selling, and help you develop new and innovative
strategies to foster key relationships, understand customer needs,
and provide appropriate sales solutions. Relationship selling is
based on the premise that the best source of new business is
through existing customers and referrals from existing customers.
This approach requires a long-term commitment to providing ongoing
customer satisfaction, rather than just a short-term focus on
making sales. While relationship selling may take longer to
cultivate, the organization will be rewarded with high levels of
repeat business, new business and referrals from satisfied
customers. Understanding Relationship Selling includes the
'Relationship Selling' Job Aid, provided as a free downloadable
tool.
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