Relationship Management - Building the Client Relationship
Overview/Description Target Audience Expected Duration Lesson Objectives Course Number Overview/Description
In "Relationship Management - Building 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 how to create and conduct an effective needs assessment and how to turn this needs assessment into a shared vision with your client. You will also learn specific action items to help you build trust with a client, which will enable you to become a coach and ultimately an advisor to your customer. Finally, you will learn how to extend the client relationship by fulfilling client needs and turning client objections into opportunities.
Target Audience
The target audience for this course is experienced sales professionals with a fundamental understanding of conducting a sales call and selling techniques. It is recommended that individuals take the first course in the series or have equivalent knowledge.