Renewing the Relationship

Overview
The close of the sale marks either the end or the beginning of a profitable, win/win relationship. Use your business relationship to build your base of references and identify additional opportunities within the account.

And sometimes the toughest sale comes after the customer signed the contract! Learn how to leverage the post-sale problems to your advantage.

This is primarily ilt training This may be appropriate for train the trainer situations Courseware may be available for purchase This class may be available at a classroom in Merrimack, NH, Contact Entelechy, Inc. for more information

Course Level: intermediate Duration: 3 hours Training Presented in: English

Performance Outcomes
As a result of participating in Renewing the Relationship, you should be able to:

• Identify techniques for increasing customer satisfaction.
  
  
• Track the results of your recommendations in terms that are relevant to your customer AND to prospects.
  
  
• Identify additional opportunities within the account.
  
  
• Integrate the skills, knowledge, and tools acquired throughout the High Performance Sales training program.

Activities and Materials
Activities include Post Sale Challenge, Good Isn t Enough, Hunting: Penetrating the Account, HPS Program Review, and preparing to apply skills to your Personal Breakthrough Opportunity.

Materials include a PowerPoint facilitator guide, PowerPoint slide presentation, PowerPoint participant guide, and PowerPoint job aids.

• Collaborative Negotiations
• Forming Business Relationships
• Motivating for Sales Performance
• Planning for Success
• Positioning the Value and Closing
• Searching for Opportunities
• Team Selling