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Provided by: Serebra Learning Corporation Relationship Management Preparing the Client Relationship |
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Training
Provided by Serebra Learning Corporation
In Relationship Management - Preparing the Client Relationship, you will learn about the importance of developing a relationship with a client in which you serve not as a salesperson, but as a trusted advisor. You will learn what unique needs clients have as a result of the Information Age and the importance that trust plays in turning clients into loyal customers. You will also learn what specific roles you must fulfill to become a client's trusted advisor and how your emotional intelligence will assist you in the process. Finally, you will learn how to identify who you should be selling to within a client organization and how to determine whether or not that client is a good match for your own firm. The target audience for this course is experienced sales professionals with a fundamental understanding of conducting a sales call and selling techniques. It is recommended individuals have completed course series 44501 ? 44506 or have equivalent knowledge.
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Relationship Management Preparing the Client Relationship
Audience
The target audience for this course is experienced sales professionals with a fundamental understanding of conducting a sales call and selling techniques. It is recommended individuals have completed course series 44501 ? 44506 or have equivalent knowledge.
Topics
- Unit 1: Understanding Your Client
- Identify the needs clients have today.
- Identify how meeting customer needs affects a company's bottom line.
- Identify the elements of your performance that clients notice.
- Identify the elements that comprise trust. Unit 2: Understanding Your Value to Clients
- Identify the roles you should fulfill to become a trusted advisor.
- Identify the elements of emotional intelligence that affect your success as an advisor. Unit 3: Identifying a Positive Client Match
- Identify the individuals within the client organization with whom you should build a relationship.
- Identify difficult client types.
- Identify the characteristics of a positive client match.
- Identify what actions to take if a potential client is a poor match.
Objectives
- Learn To
- Understand the needs of clients in the Information Age and how they view salespeople as a whole.
- Understand the value that you offer clients as related to the various roles you can fulfill and the emotional intelligence you use in various capacities.
- Identify the individual within the client organization who you should be selling to and assess whether or not the client is a good match for your firm.
About The Training Provider: Serebra Learning Corporation
Serebra Learning Corporation - Serebra Learning Corporation provides technology-based training solutions through a combination of Cortex, its proprietary learning management system (LMS), and a curriculum catalog with over 1,825 current courseware titles. Founded in 1987 (as FirstClass Systems, with a name change to Serebra in 2001), Serebra has over sixteen years" experience delivering e-learning solutions to both...
