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    Professional Selling: Humber - The Business School Steve Bang

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    Maunil Oza
    This document summarizes key aspects of building relationships discussed in Chapter 4 of the book "Selling Today". It discusses focusing on building lifelong customer relationships through shared values and commitment. Relationship strategies should focus on customers, decision-makers, support staff, and management. Building self-awareness, empathy, integrity, and a positive attitude are important. The goal is developing win-win partnerships where both sides' problems are solved. Nonverbal communication, appearance, and conversation skills also impact relationships. Setting goals and using visualization, self-talk, and rewards can aid self-improvement.

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    Professional Selling: Humber - The Business School Steve Bang

    Uploaded by

    Maunil Oza
    41 views10 pages
    This document summarizes key aspects of building relationships discussed in Chapter 4 of the book "Selling Today". It discusses focusing on building lifelong customer relationships through shared values and commitment. Relationship strategies should focus on customers, decision-makers, support staff, and management. Building self-awareness, empathy, integrity, and a positive attitude are important. The goal is developing win-win partnerships where both sides' problems are solved. Nonverbal communication, appearance, and conversation skills also impact relationships. Setting goals and using visualization, self-talk, and rewards can aid self-improvement.

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    This document summarizes key aspects of building relationships discussed in Chapter 4 of the book "Selling Today". It discusses focusing on building lifelong customer relationships through shared values and commitment. Relationship strategies should focus on customers, decision-makers, support staff, and management. Building self-awareness, empathy, integrity, and a positive attitude are important. The goal is developing win-win partnerships where both sides' problems are solved. Nonverbal communication, appearance, and conversation skills also impact relationships. Setting goals and using visualization, self-talk, and rewards can aid self-improvement.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    41 views10 pages

    Professional Selling: Humber - The Business School Steve Bang

    Uploaded by

    Maunil Oza
    This document summarizes key aspects of building relationships discussed in Chapter 4 of the book "Selling Today". It discusses focusing on building lifelong customer relationships through shared values and commitment. Relationship strategies should focus on customers, decision-makers, support staff, and management. Building self-awareness, empathy, integrity, and a positive attitude are important. The goal is developing win-win partnerships where both sides' problems are solved. Nonverbal communication, appearance, and conversation skills also impact relationships. Setting goals and using visualization, self-talk, and rewards can aid self-improvement.

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    Professional Selling

    Humber – The Business School


    Steve Bang
    Selling Today – Chapter 4
    Creating Value with a Relationship Strategy

    Partnering Striving to build a “Lifetime Customer”


    - Personal selling must be viewed as a process not
    an event.
     Relationship built on Shared Values

     Everyone understands the purpose of the

    partnership and is committed to the vision


     The role of the salesperson must move from selling

    to supporting
    Selling Today – Chapter 4
    Creating Value with a Relationship Strategy

    Relationship Strategies Focus on 4 Key Groups

    1. Customers
    2. Secondary Decision Makers
    3. Company Support Staff
    4. Management Personnel
    Selling Today – Chapter 4
    Creating Value with a Relationship Strategy

    Self-Concept: The bundle of facts, opinions, beliefs


    and perceptions about yourself that are present in
    your life every moment of every day.
     Focus on the future and not past mistakes

     Develop expertise in selected areas

     Learn to develop a positive personal attitude

    “We often sabotage our own success by adopting limiting beliefs”


    Selling Today – Chapter 4
    Creating Value with a Relationship Strategy

    The Win-Win Philosophy


    Win-lose people
     See a problem in every solution

     Fix the blame

     Let life happen to them

     Live in the past

     Make promises they never keep

    Win-win people
     Help others solve their problems

     Fix what caused the problem

     Make life a joyous happening for others and themselves

     Learn from the past, live in the present and set goals for the future

     Make commitments to themselves and to others and keep them both


    Selling Today – Chapter 4
    Creating Value with a Relationship Strategy

    Empathy and Ego Drive


     Need to obtain critical feedback from

    the client through empathy


     Ego Drive is the inner force that makes

    the salesperson want and need to make


    the sale
    Character and Integrity
     Character is a set of personal standards including

    honesty, integrity and moral strength


     Integrity is achieving congruence between what you

    know, what you say and what you do


    Selling Today – Chapter 4
    Creating Value with a Relationship Strategy

    Projecting an Image
     Voice – tone, volume, speed of delivery, speech

    pattern, speech habits/language


     Nonverbal – facial expressions, gestures, posture

     Appearance – simplicity, appropriateness and

    quality
     Etiquette – avoid first names and offensive

    comments or stories, be punctual, discuss business


    after the meal, clear messages on voice mail, shut
    off your phone/blackberry
    Selling Today – Chapter 4
    Creating Value with a Relationship Strategy

    The Handshake

    1. Maintain Eye Contact


    2. Firm but not overpowering
    3. Depth of interlock
    4. Duration – 2 pumps max
    5. Dry hands are essential
    Selling Today – Chapter 4
    Creating Value with a Relationship Strategy

    Relationship Enhancing Conversation Strategies


     Become generally interested in the other person

     Be a good listener and encourage others to talk

    about themselves
     Talk in terms of the other person’s interest

     Observant salespeople are aware of things going

    on around them (relating to the customer


    or the environment) and use these as
    ice breakers
     It is OK to compliment your customer
    Selling Today – Chapter 4
    Creating Value with a Relationship Strategy

    Strategies for Self Improvement


    1. Set goals – A clear, written statement outlining
    what you want to accomplish
    2. Use Visualization – Form a mental image of the
    desired end state
    3. Use Positive Self-Talk – Talk to yourself in an
    effort to override past negative mental
    programming
    4. Reward your progress – Do something
    special for yourself when you
    notice improvement

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