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Dale Carnegie Sales Training: Winning with Relationship Selling

3-Session Experience


Selling in the digital age

Recent years have produced a multitude of “new” sales methodologies and approaches – many that propose themselves to be effective strategies for building long-term loyalty with customers. Uncovering hidden needs, adapting to the way customers buy, assuming the role of a business partner or consultant and even teaching are some of the popular conceptual approaches to selling in the ‘Era of the Customer’.

Yet two foundational and interdependent concepts remain fundamental to driving long-term customer loyalty: reciprocal trust between a buyer and seller, and the flip side of the same coin, the buyer-seller relationship.

Program objectives

  • Create and demonstrate sales strategies that facilitate the buying process through relationship-oriented techniques
  • Use methods to establish a connection with customers to gain access and establish trust
  • Construct solutions in collaboration with customers while offering insights and establishing value
  • Apply the Dale Carnegie Sales Model to eliminate objections and minimize the need for negotiation
  • Employ proven techniques to maintain customer relationships and encourage repeat business

Program overview

In today’s complex sales environment, gimmicks and tactics are obsolete: customers are just too savvy. Armed with pricing and information from your website, reviews from the Internet, and recommendations from an army of colleagues and friends, they have completed 70% of the buying process without engaging with a salesperson.

Only intentional sales professionals who cut through the noise to foster authentic client-centered relationships can truly help their customers win. A strong customer relationship allows the sales organization to build trust, offer insights, and then help the customer meet their business objectives. Only through enduring and meaningful customer relationships, can sales professionals learn which approach will create the best opportunity for client success. The reality is that true relationships foster loyalty, which in turn builds a sustainable pipeline, ultimately making it possible to meet or exceed goals and quotas.

Dale Carnegie sales model

Session 1

Session 2

Session 3

  • Sales attitude
  • Gain access
  • Discovery
  • Communicate value
  • Respond to objections
  • Commit and maintain the relationship
  • Expand your network
  • Sales skills mastery


Program breakdown

Session 1: Key area

Objectives

Sales attitude

  1. 1.Assess your success beliefs
  2. 2.Define goals that direct your actions
  3. 3.Apply principles for achieving a winning and confident attitude
  4. 4.Create a weekly action plan that propels you to succeed

Gain access

  1. 1.Choose the best-prospecting methods to fill your pipeline
  2. 2.Develop a Customer Profile that describes your ideal client
  3. 3.Apply techniques for building relationships to connect with your customers
  4. 4.Demonstrate methods to ask for referrals with confidence

Discovery

  1. 1.Develop powerful questions to get the information you need
  2. 2.Create interest by describing what the customer can expect from your solution
  3. 3.Differentiate types of customers and what motivates them
  4. 4.Use techniques to widen the buyer’s gap and create a sense of urgency

Session 2: Key area

Objectives

Communicate value

  1. 1.Identify the true value of your solution
  2. 2.Apply techniques to express information concisely
  3. 3.Use evidence to persuade the customer
  4. 4.Develop a plan to communicate your solution with an impact


Respond to objections

  1. 1.Apply techniques for negotiating with confidence
  2. 2.Identify points of agreement to lower resistance
  3. 3.Develop strategies for overcoming hesitations
  4. 4.Use methods to prevent objections before they arise

Commit and maintain the relationship

  1. 1.Demonstrate confidence to ask for the sale
  2. 2.Choose a method for gaining commitment that fits the situation
  3. 3.Construct a plan for handling mistakes
  4. 4.Create a system to follow up and stay in touch with customers

Session 3: Key area

Objectives

Expand your network

  1. 1.Apply principles for listening proactively
  2. 2.Identify the best networking techniques to expand your influence
  3. 3.Establish credibility and communicate your value
  4. 4.Evaluate online networking methods

Sales skills mastery

  1. 1.Construct a comprehensive sales guide using the skills covered in this course
  2. 2.Use a method to appraise and communicate strengths to enhance relationships
  3. 3.Apply techniques to build on the successes experienced in this program
  4. 4.Create a sense of urgency while building strong relationships 


Why choose
​Winning with relationship selling?


Video testimonies

When Tim Karger, Senior Sales Director at Dell EMC's Global Commercial Channels team, was looking for a way to polish his employees' skills, he turned to Dale Carnegie. Learn how we worked with Dell EMC to develop a talented team of 250 salespeople into a cohesive, high-performing unit.

Graham Perkins, Relationship Director at Dale Carnegie, summarises the best way to succeed in business through relationship selling.


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