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Sales – Relationship & Behavioural Selling Skills

Price: £115 + VAT
Duration: 3 Hours

Selling needs a good understanding of customers, their needs and the importance of relationship building.  This course develops relationship-building techniques for sales situations.

What will be covered?

  • The main functions & influences to which people tend to respond, and those they use to assert influence
  • The four main behavioural styles & their preferred approaches
  • Use of the behavioural model to analyse traits, characteristics & functions of customers & others when building relationships
  • How to modify own behaviour when building relationships with each behavioural style
  • How to improve rapport-building & questioning to identify customer needs for each of the four styles
  • How to match benefit selling & closing technique to each style

Who should attend?

This course is ideal for:

  • People with a good grasp of core selling skills who wish to develop their relationship building techniques in a sales situation

Outcome and benefits

  • Develop awareness of different relationship & behavioural styles
  • Match styles to create a more effective sales environment
  • Understand the four different styles in the behavioural model
  • Build skills & techniques to develop more effective sales relationships

Course materials (included)

Delegates receive courseware to refer to throughout the course and as a refresher following the course

Pre-requisites

A good grasp of core selling skills from experience or from a core selling skills course