Relationship Management - Building the Client Relationship

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.

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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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Unit 1 Overview|Conducting a Needs Assessment| - Identify the steps for conducting a needs assessment|Communicating with the Client| - Identify the questioning techniques for effective communication| - Identify the listening techniques for effective communication|Applying the Needs Assessment| - Identify how to apply a needs assessment to win business|Unit 2 Overview|Building Trust| - Identify key ways to create trust|Coaching the Client| - Identify key traits of a coach| - Identify leadership styles that lead to positive results|Advising the Client| - Identify the process to giving advice effectively|Unit 3 Overview|Fulfilling Client Needs| - Identify key ways to fulfill client needs| - Identify key ways to anticipate client needs|Overcoming Client Objections| - Identify key ways to resolve client objections|

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