Relationship Management - Preparing the Client Relationship

Overview/Description
Target Audience
Expected Duration
Lesson Objectives
Course Number

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Overview/Description
In "Relationship Management - Preparing 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 what unique needs clients have as a result of the Information Age and the importance that trust plays in turning clients into loyal customers. You will also learn what specific roles you must fulfill to become a client's trusted advisor and how your emotional intelligence will assist you in the process. Finally, you will learn how to identify who you should be selling to within a client organization and how to determine whether or not that client is a good match for your own firm.

Target Audience
The target audience for this course is experienced sales professionals with a fundamental understanding of conducting a sales call and selling techniques. There are no prerequisites required for this course.

Expected Duration (hours)
2.0

Lesson Objectives

Relationship Management - Preparing the Client Relationship

Identify the needs clients have today

Identify how meeting customer needs affects a company's bottom line

Identify the elements of your performance that clients notice

Identify the elements that comprise trust

Identify the roles you should fulfill to become a trusted advisor

Identify the elements of emotional intelligence that affect your success as an advisor

Identify the individuals within the client organization with whom you should build a relationship

Identify difficult client types

Identify the characteristics of a positive client match

Identify what actions to take if a potential client is a poor match

Course Number:
en_US_44565_ng