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Provided by: Serebra Learning Corporation Relationship Management Building the Client Relationship |
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Training
Provided by Serebra Learning Corporation
In Relationship Management - Building 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 how to create and conduct an effective needs assessment and how to turn this needs assessment into a shared vision with your client. You will also learn specific action items to help you build trust with a client, which will enable you to become a coach and ultimately an advisor to your customer. Finally, you will learn how to extend the client relationship by fulfilling client needs and turning client objections into opportunities. 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 that individuals take the first course in the series or have equivalent knowledge.
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Relationship Management Building 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 that individuals take the first course in the series or have equivalent knowledge.
Topics
- Unit 1: Understanding Client Needs
- Identify the steps for conducting a needs assessment.
- Identify the questioning techniques for effective communication.
- Identify the listening techniques for effective communication.
- Identify how to apply a needs assessment to win business. Unit 2: Becoming an Advisor
- Identify key ways to create trust.
- Identify key traits of a coach.
- Identify leadership styles that lead to positive results.
- Identify the process to giving advice effectively. Unit 3: Upholding Client Expectations
- Identify key ways to fulfill client needs.
- Identify key ways to anticipate client needs.
- Identify key ways to resolve client objections.
Objectives
- Learn To
- Identify how to conduct and apply a needs assessment.
- Understand how to build trust with a client in order to become an advisor.
- Understand how to uphold client expectations by fulfilling needs and overcoming objections.
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...
