Relationship Sales Programme Course Outline. INTRODUCTION The course emphasis is on the building of long term relationships with Key Customer and Influencers (specifiers).
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Understanding your Selling Role 1
The Consultative Selling Approach and
S.I.P (Sales Interview Plan) 12
- Typical Behaviour Profiles 16-19
- Trust 21-22
- Empathy 23
- Credibility 24
- Funnel 33
5. Closed Questions (Needs Analysis) 34
6. Commitment to Gap 35
7. Present Benefits 36-37
- Linking Questions to Solutions 38
- Features and Benefits Fact Sheet 39
8. Close 40