Selling skills roby vincent

SELLING SKILLS – Arise Roby

ARISE TRAINING & RESEARCH CENTER

Relationships aren’t

‘Taught’ but

‘Acquired’


LISTEN…LISTEN… LISTEN…

Perhaps the most important thing we ever give each other is our attention

JUST LISTEN


http://www.youtube.com/watch?v=heSudg-tfIk

• Acknowledges and reinforces the need for ongoing involvement with a client

• Gain mindshare• Drive thought leadership • Partner with the client • Solve problems • Introduce innovative win-win

solutions and applications

Be a Partner NOT a Supplier


Relationship selling skills nurture business

Organic GrowthBuilding business through

Networking

New BusinessNurturing a lead into conversion


Organic GrowthNurturing Business

Developmentambitions through

Positive Word of mouth

Drive revenue yield through Cross-sell,

Bundle, Up-sell

Create future opportunities with

Introduction to various product

offerings

A new way of thinking about Relationships


Relationships are more important than short term gain/ win


Business Development

Displace current supplier

Identify prospects ~

expand category

Use referrals to advantage

Driving Business development through Relationships


“The Sun and the Moon need to line up to knock out the incumbent”

Find/ Fill gaps to identify existing opportunities or create new avenues

Use relationship techniques to advantage


Fundamentals

Fundamentals

Fundamentals


http://www.thechangeblog.com/wp-content/uploads/2011/05/open-mind.jpg

Invest in honing Your Relationship Selling Skills


First Impression is the KEY


If I only had three words of advice, they would be,

Tell the Truth

If got three more words, I'd add, all the time"

You are only as good as your last word


Answer WIIFM?

Positive Body Language

Patience

Let everyone talk

Check Egos at the door

Spend time on Right things vs. doing things right

No job is beneath you


http://www.video-vehicles.tv/







• No Shortcuts!!!! • The best shortcut is the long

way, which is basically two words: WORK HARD

• Luck is where preparation meets opportunity

• When we are connected to others, we become better people

• Phrase alternatives as questions


Relationship Selling

Preparation &

Presentation

Good posture

Sincerity


Creating Profits through Relationship

techniques


The Questions are always more important than Answers

How to create profits using relationship selling??


Be Profitable…

• Single Sales objective• Cross Sell• Bundling• Repeat sales• Referral business• Move on to higher ticket

items• Better Pricing• Customer retention


People are more important than things


There is more than one way of measuring profits and losses


Selling skills roby vincent

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