Selling 2 - Relationship Selling

Course Duration: 2 Days

A course designed for new and experienced sales people. It covers the essential sales skills and know-how to give each and every participant the confidence to be comfortable and successful in selling.

DiSC Behavioural Profiling

This course uses DiSC Behavioural Profiling as the starting pount for improving the management of relationships. You'll receive your own individualised profile report, a very full explanation of DiSC and how to use it to do a whole range of selling tasks that require a higher level of relationship skills.

You might ask, 'Why DiSC?' There are a number of reasons, but just two are that it's insightful and readily useful as a guide in selling.

It's insightful because it holds up a mirror for you to see yourself, your real self, as you sell. It improves your selling because once you know DiSC you see your customers' buying behaviours far more clearly and it's easy to tailor your approach to more quickly build rapport, earn their trust and ask the questions you need to provide them with a win-win solution.

Selling with DiSC

Ron Pollak Training's PAYBACK model is simple to learn, understand and follow. For novice sales people it simplifies selling into its components, making each step easy to follow to achieve business success. For experienced sales people, it's like having a golf lesson from Greg Norman. He looks at and suggests small adjustments to the basics of golf.

DiSC adds to effectiveness of the model as it helps to develop different approaches to different selling situations. It will make you think of new ways to achieve your sales targets in fewer steps and as well as build stronger, longer-lasting relationships.

Learning Outcomes

In this course you will build upon the knowledge and skills learned in Selling Part 1.

In particular, you will:

• Understand DiSC Behavioural Profiling and how it helps personalise your selling techniques.
• Gain an advanced insight into asking your customers the right questions.
• Appreciate the difference between rapport and trust.
• Understand different relationships and mapping these to account management models.
• Measure, monitor and assess relationships with your accounts - to protect them as they grow.
• Build upon your networking skills.

Topics

Certificate IV and Related Courses

On this two-day course you will cover competencies from a unit of Certificate IV in Business Sales BSB40607 and Certificate IV in Business Administration BSB40507 - Sales Stream (BSBREL402A - Build Client Relationships and Business Networks; and BSBSLS404A - Secure Prospect Commitment).

Your learning can be converted to become part of these nationally-recognised qualifications. Upon completion, participants of Selling 2 - Relationship Selling have the option to be assessed in these competencies by a fully qualified trainer and receive a Statement of Attainment as a nationally-recognised record of your achievement. In this way your learning will count towards the full Certificate IV qualification if you should wish to complete it at a later date.

Note: If you are eligible, your employer could receive a rebate on the cost of your completion of Certificate IV.

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