Relational Selling Workshop
Develop trusting relationships with clients and prospects.
Outcomes
Create Authentic Client Relationships
Protect The Client Base
Build an Effective Referral Strategy
Integrate Social
Build a Relationship Funnel
Audience
Sales Professionals
Recent HubSpot research showed that 97% of buyers don’t trust sales representatives. As a result, sales reps struggle to get appointments. When they do, they struggle to close deals in the absence of low trust. We believe anecdote to mistrust is authentic relationships. The skill of building genuine relationships creates client loyalty, increases referrals, maximizes win rates, and improves profits.
Topics
- The Power of Relational Selling
- Discover Your Authentic Self
- Uncover The Person Your Clients and Prospects Want to Know
- Socially Surround Your Client Base
- Build a Relationship Funnel
Our sales team spent a great day with Larry and it was thought provoking, engaging and interesting. Larry is genuine and his goals for our day not only made us think, but will make our sales efforts more thorough and authentic.
We can talk to many wins where both channel and direct have won sales. Because they were able to define their LinkedIn prospecting process in association with the traditional methods they were able to start having a meaningful conversation. Which in the end turned into sales.
He was without doubt, one of the top “trainers” I’ve ever worked with over the years. His energy held the room’s attention for the full day. He was tireless, thought provoking, engaging, challenging and fairly entertaining too. The team could relate to him because as he says, he has walked in their shoes.
Format Options
Our training programs can be customized to your specific needs.
On Site Workshop
- Prestudy
- Management Meeting
- 1 Day Onsite Workshop with breakout sessions
- 6 Coaching calls to execute the plan
- Monthly Management Roundtable
Online Workshop
- Prestudy
- Management Meeting
- (6) Weekly Webinar Training Sessions with action items
- 6 Coaching calls to execute the plan
- Monthly Management Roundtable
Each Participant Will Receive
- Course Materials Binder
- Personal Value Framework Worksheets
- Selling From the Heart book
Our Training Philosophy
Start With the Heart
Real change in sales results starts with the heart. We need to peel away the layers of sales tactics to get to the root issues of the heart: authenticity, belief, and values. This is where true motivation comes from. Tactics are OK, but to affect real change, we need to get to the heart of the matter.
Don’t Pull Punches
Sometimes you need someone to say the things that others are afraid to say. When you engage me, you will get a raw, relatable and right to the heart of the matter. I don’t sugar-coat the truth. I’ll be tactfully honest and courageously transparent with your sales team.
Make It Real
Philosophy and ideas only get you so far. The real question lies with, “Does this work in the real world?” When you engage me to speak I’ll captivate the audience using real-world stories to capture their attention, get them to think and bring practical application to the skills they are learning.
Inspire Immediate Action
Knowledge that stays in the training room is useless. Every presentation includes multiple action items. Where possible, I like to get sales people taking action during the session itself. Each session will include practical action items that participants can do and managers can inspect.
Get Real, Get Results!
More Referrals
Deeper relationships with current clients creates a platform to mine their network and ask for referrals.
Higher Client Loyalty
Socially surrounding the client base with multiple relationships in each account helps protect the base.
Increased Win Rates
Authentic relationships with prospects create a higher win rate.
More Cross Selling
Nurturing relationships of trust with clients sets the stage for cross selling additional services.
Are you ready to make 2020 the best year ever? We'd like to help you kick it off. Fill out the form below to learn more.