Essential Sales And Relationship Management Skills

People Skills | Selling | Building Rapport | Engaging Customer | Managing Relationships | Banking & Financial Services.

What you'll learn

Adopt the key principles of top quality sales and relationship management

Develop a customer-centric sales approach and mindset to build long-term relationships.

Identify and optimize your sales and relationship strategy

Use relationship management techniques to turn objections into opportunities.

Manage negative relationships and overcome barriers

Utilize conflict resolution techniques to navigate challenging sales situations.

Appreciate why sales and relationship management are important to all industries

Conduct great sales meetings, from initial encounter to closing new business

Utilize effective communication techniques to discover customer needs and pain points.

Cultivate strong relationships with customers through active listening and empathy.

Apply relationship building strategies to cross-sell and upsell products and services.

Identify and prioritize customer needs to deliver personalized sales experiences.

Implement customer feedback to continuously improve sales processes.

Requirements

Knowledge of the English language

Description

Sales is part of every job today whether you are working with customers or your colleagues or boss. Yet, most people believe and behave as if it was the "sales team's job." In fact, it is your job if you work in any role that deals with people.  Sales isn't about convincing someone of anything. Rather, sales is about preparation and listening.  Preparing by knowing what you have or provide, and/or what your product does and provides and, then listening to your customer, colleague or boss, and then paving the way to marry their needs with what you have (or simply not, and realizing there is no fit).Simplified, sales and relationship management involves 2 fundamentals skills:1.  Preparation2.  ListeningThis course will orient you on sales and relationship management, a very important aspect of business - one that going forward, will help you in your career. This serves as an introduction to sales, relationship management and the importance of both in banking and services.  This course covers the following topics, in three sections. The first two sections focus on sales, including:        1. Sales? A Definition and the Truth       2. Where Do You Fit In?       3. The Right Mindset / The Right Skills       4. Your Unique Selling Position       5. Analyzing Your Market Opportunity       6. Competitive Analysis       7. The Sales Process       8. Great Meetings       9. Closing (Options, Pricing)       10. Success Principles       11. Success Metrics       12. Recap While the third section covers relationship management, including:         1. What’s Relationship Management?       2. The New Truth       3. Why is it important?       4. Relevance to banking       5. Internal and external importance       6. Principals of building positive relationships       7. Steps to the process       8. Principals to managing negative relationships       9. Steps to the process       10. Relationship Best Practices  More about this course and StarweaverThis course is led by a seasoned customer services and sales executives with many years of hands-on, in-the-trenches sales, customer relationship management, business development, and marketing work. It has been designed, produced, and delivered by Starweaver. Starweaver is one of the most highly regarded, well-established training providers in the world, providing training courses to many of the leading financial institutions and technology companies, including:Ahli United Bank; Mashreqbank; American Express; ANZ Bank; ATT; Banco Votorantim; Bank of America; Bank of America Global Markets; Bank of America Private Bank; Barclay Bank; BMO Financial Group; BMO Financial Services; BNP Paribas; Boeing; Cigna; Citibank; Cognizant; Commerzbank; Credit Lyonnais/Calyon; Electrosonic; Farm Credit Administration; Fifth Third Bank; GENPACT; GEP Software; GLG Group; Hartford; HCL; HCL; Helaba; HSBC; HSBC Corporate Bank; HSBC India; HSBC Private Bank; Legal & General; National Australia Bank; Nomura Securities; PNC Financial Services Group; Quintiles; RAK Bank; Regions Bank; Royal Bank of Canada; Royal Bank of Scotland; Santander Corporate Bank; Tata Consultancy Services; Union Bank; ValueMomentum; Wells Fargo; Wells Fargo India Solutions; Westpac Corporate Bank; Wipro; and, many others.Starweaver has and continues to deliver 1000s of live in-person and online education for organizational training programs for new hires and induction, as well as mid-career and senior-level immersion and leadership courses.If you are looking for live streaming education or want to understand what courses might be best for you in technology or business, just google:starweaver journey builder starweaver[dot]comHappy learning.

Overview

Section 1: Introduction to Sales and Relationship Management

Lecture 1 Welcome!

Lecture 2 The Importance of Sales and Relationship Management

Section 2: Sales Management

Lecture 3 Introduction to the Sales Profession Matrix

Lecture 4 The Roles of Sales in Banking

Lecture 5 The Sales Process

Lecture 6 The Sales Process: Research

Lecture 7 Creating a Unique Selling Position

Lecture 8 Open-Ended Questions

Lecture 9 Presentations

Lecture 10 The Role of a Great Meeting

Lecture 11 Helping Your Prospect Become Your Client by Providing Real Buying Options

Lecture 12 The Close

Lecture 13 A Review of the Importance of Sales in Banking

Section 3: Relationship Management

Lecture 14 Introduction to Relationship Management

Lecture 15 The Overview of Relationship Management in Banking

Lecture 16 The Risks/Rewards of Mastering Relationship Management

Lecture 17 An Introduction to the Principles of Positive Relationship

Lecture 18 Simple Steps in the Relationship Management Process

Lecture 19 Problem Resolution Process

Lecture 20 The Principles of Managing Negative Relationships Part 1

Lecture 21 The Principles of Managing Negative Relationships Part 2

Lecture 22 The Resolutions Matrix

Lecture 23 Best Practices in Relationship Management

Lecture 24 Sales and Relationship Management Review

Section 4: Closing Remarks

Lecture 25 Take-aways

All levels of audience are encouraged to participate in this course.,People eager to build their sales and relationship management skills