Essential Sales and Relationship Management Skills

About Essential Sales and Relationship Management Skills

Sales is part of every job today whether you are working with customers or your colleagues or boss. Yet, most people believe and behave as if it was the "sales team's job." In fact, it is your job if you work in any role that deals with people. Sales isn't about convincing someone of anything. Rather, sales is about preparation and listening. Preparing by knowing what you have or provide, and/or what your product does and provides and, then listening to your customer, colleague or boss, and then paving the way to marry their needs with what you have (or simply not, and realizing there is no fit). Simplified, sales and relationship management involves

2 fundamentals skills:

1. Preparation

2. Listening

This course will orient you on sales and relationship management, a very important aspect of business - one that going forward, will help you in your career. This serves as an introduction to sales, relationship management and the importance of both in banking and services.

This course covers the following topics, in three sections.

The first two sections focus on sales

, including: 1.

Sales

? A Definition and the Truth 2. Where Do You Fit In? 3. The Right Mindset / The Right Skills 4. Your Unique Selling Position 5. Analyzing Your

Market Opportunity

6.

Competitive Analysis

7. The Sales Process 8. Great Meetings 9. Closing (Options, Pricing) 10. Success Principles 11. Success Metrics 12. Recap While

the third section covers relationship management

, including: 1. What’s

Relationship Management

? 2. The New Truth 3. Why is it important? 4. Relevance to banking 5. Internal and external importance 6. Principals of building positive relationships 7. Steps to the process 8. Principals to managing negative relationships 9. Steps to the process 10. Relationship Best Practices

More about this course and Starweaver

This course is led by a seasoned customer services and sales executives with many years of hands-on, in-the-trenches sales, customer relationship management, business development, and marketing work. It has been designed, produced, and delivered by Starweaver. Starweaver is one of the most highly regarded, well-established training providers in the world, providing training courses to many of the leading financial institutions and technology companies, including: Ahli United Bank; Mashreqbank; American Express; ANZ Bank; ATT; Banco Votorantim; Bank of America; Bank of America Global Markets; Bank of America Private Bank; Barclay Bank; BMO Financial Group; BMO Financial Services; BNP Paribas; Boeing; Cigna; Citibank; Cognizant; Commerzbank; Credit Lyonnais/Calyon; Electrosonic; Farm Credit Administration; Fifth Third Bank; GENPACT; GEP Software; GLG Group; Hartford; HCL; HCL; Helaba; HSBC; HSBC Corporate Bank; HSBC India; HSBC Private Bank; Legal & General; National Australia Bank; Nomura Securities; PNC Financial Services Group; Quintiles; RAK Bank; Regions Bank; Royal Bank of Canada; Royal Bank of Scotland; Santander Corporate Bank; Tata Consultancy Services; Union Bank; ValueMomentum; Wells Fargo; Wells Fargo India Solutions; Westpac Corporate Bank; Wipro; and, many others. Happy learning.