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SELLING SKILLS – Arise Roby
ARISE TRAINING & RESEARCH CENTER
Relationships aren’t
‘Taught’ but
‘Acquired’
ARISE TRAINING & RESEARCH CENTER
LISTEN…LISTEN… LISTEN…
Perhaps the most important thing we ever give each other is our attention
JUST LISTEN
ARISE TRAINING & RESEARCH CENTER
• Acknowledges and reinforces the need for ongoing involvement with a client
• Gain mindshare• Drive thought leadership • Partner with the client • Solve problems • Introduce innovative win-win
solutions and applications
Be a Partner NOT a Supplier
ARISE TRAINING & RESEARCH CENTER
Relationship selling skills nurture business
Organic GrowthBuilding business through
Networking
New BusinessNurturing a lead into conversion
ARISE TRAINING & RESEARCH CENTER
Organic GrowthNurturing Business
Developmentambitions through
Positive Word of mouth
Drive revenue yield through Cross-sell,
Bundle, Up-sell
Create future opportunities with
Introduction to various product
offerings
A new way of thinking about Relationships
ARISE TRAINING & RESEARCH CENTER
Relationships are more important than short term gain/ win
ARISE TRAINING & RESEARCH CENTER
Business Development
Displace current supplier
Identify prospects ~
expand category
Use referrals to advantage
Driving Business development through Relationships
ARISE TRAINING & RESEARCH CENTER
“The Sun and the Moon need to line up to knock out the incumbent”
Find/ Fill gaps to identify existing opportunities or create new avenues
Use relationship techniques to advantage
ARISE TRAINING & RESEARCH CENTER
Fundamentals
Fundamentals
Fundamentals
ARISE TRAINING & RESEARCH CENTER
Invest in honing Your Relationship Selling Skills
ARISE TRAINING & RESEARCH CENTER
First Impression is the KEY
ARISE TRAINING & RESEARCH CENTER
If I only had three words of advice, they would be,
Tell the Truth
If got three more words, I'd add, all the time"
You are only as good as your last word
ARISE TRAINING & RESEARCH CENTER
Answer WIIFM?
Positive Body Language
Patience
Let everyone talk
Check Egos at the door
Spend time on Right things vs. doing things right
No job is beneath you
ARISE TRAINING & RESEARCH CENTER
• No Shortcuts!!!! • The best shortcut is the long
way, which is basically two words: WORK HARD
• Luck is where preparation meets opportunity
• When we are connected to others, we become better people
• Phrase alternatives as questions
ARISE TRAINING & RESEARCH CENTER
Relationship Selling
Preparation &
Presentation
Good posture
Sincerity
ARISE TRAINING & RESEARCH CENTER
Creating Profits through Relationship
techniques
ARISE TRAINING & RESEARCH CENTER
The Questions are always more important than Answers
How to create profits using relationship selling??
ARISE TRAINING & RESEARCH CENTER
Be Profitable…
• Single Sales objective• Cross Sell• Bundling• Repeat sales• Referral business• Move on to higher ticket
items• Better Pricing• Customer retention
ARISE TRAINING & RESEARCH CENTER
People are more important than things
ARISE TRAINING & RESEARCH CENTER
There is more than one way of measuring profits and losses
ARISE TRAINING & RESEARCH CENTER
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