Building Relationships for Continuing Success

1. Building Relationships for Continuing Success CONSULTATIVE SELLING

2. Overview/DescriptionWith a growing emphasis on reducing the number of suppliers, how do you become one of your customer's long-term allies? Solution selling, or the consultative sale, can be the key to moving from the single sale to the long-term relationship that spells success for you and your company. This course will help you discover ways to use the solution implementation phase of the sale in the account development mode. It will offer you ideas for applying continual improvement tactics to the customer relationship process and will introduce you to ways to use the consultative selling role to move into long-term relationship building. Finally, it will help you explore strategies for becoming your customer's long-term ally, paving the way for continuing business opportunities.

3. Solution Implementation and Account Growth# recognize the importance of the implementation and transition stages in the development of long-term client relationships.# select the stages customers experience during solution implementation.# identify the strategies for dealing with slumps in customer enthusiasm during solution implementation.# select the strategies for moving into account growth after solution implementation.

4. Quality Improvement in Customer Relationships# recognize the benefit of developing a customer value process in enhancing long-term customer relationships.# identify the phases in a typical customer value process map.# select the activities for identifying customer expectations.# identify the techniques for improving the customer value process.

5. Consultative Selling Role in Relationship Building# recognize the importance of consultative selling to the development of long-term relationships.# sequence the steps involved in strategic problem-solving in consultative selling.# select the characteristics customers want from salespeople.# match the roles of the consultative salesperson with a description of each role.

6. Becoming a Long-term Ally# recognize the dual business benefits for buyers and sellers in long-term alliances.# identify the key reasons customers want alliances with suppliers.# select the tactics successful salespeople use to build alliances with customers.# select the commitments salespeople must make to develop long-term alliances with customers.

7. OpportunityisnowhereNow review your handout and seek key account relationships