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Relationship Management: Building a sales process that works

Relationship Management: Building a sales process that works. Julian Cope – Director of Semezana Consulting. TOM. “Selling is easy” Kristen Cope (Aged 9). Developing one-on-one relationships. The promise of black boxes . Developing one-on-one relationships.

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Relationship Management: Building a sales process that works

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  1. Relationship Management:Building a sales process that works Julian Cope – Director of Semezana Consulting

  2. TOM

  3. “Selling is easy” Kristen Cope (Aged 9)

  4. Developing one-on-one relationships • The promise of black boxes

  5. Developing one-on-one relationships • The promise of black boxes • Friends in ‘buy’ places

  6. Developing one-on-one relationships • The promise of black boxes • Friends in ‘buy’ places • Surveillance techniques

  7. Developing one-on-one relationships • The promise of black boxes • Friends in ‘buy’ places • Surveillance techniques • Divorce rates in the city

  8. Developing one-on-one relationships • The promise of black boxes • Friends in ‘buy’ places • Surveillance techniques • Divorce rates in the city • Preparation, preparation, preparation, preparation, preparation,………

  9. Developing one-on-one relationships • The promise of black boxes • Friends in ‘buy’ places • Surveillance techniques • Divorce rates in the city • Preparation, preparation, preparation, preparation, preparation,……… • The beauty of black books

  10. A clear sales process • Company level • Team level • Individual level

  11. A clear sales process • Company level • Team level • Individual level Create the right balance between process and people skills

  12. Cross selling • Thought leaders • Beyond the bonus: exploring not exploiting

  13. Two is company, three is ………?! • The Consultant as ‘god’ • Investment Consultants forthcoming Ice Age • The Consultant as ‘client’

  14. Live, breathe and meet your clients • Customer is not just king, but………. • Cross selling is built on long-term trust • Three in a bed can be fun

  15. TOM

  16. CUSTOMER

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