Building Relationships in Sales

Course Overview

From the first point of contact, all the way through the buyer’s journey, and even beyond the close, salespeople constantly interact with customers. That makes relationship-building an essential skill in sales.

This course introduces valuable strategies to increase your relationship-building skills. First, you’ll learn about the importance of understanding your buyers. Then, you’ll learn how to use that foundation to earn trust and build rapport, while developing your own emotional intelligence. By the end, you’ll have a clear understanding of how to best connect with potential buyers.

Unique Features of the Course

• Interactive Course
• Scenario(s)
• Video(s)
• Knowledge Check(s)
• Quiz

Table to Content

UNDERSTANDING YOUR BUYERS

• How to Qualify Sales Leads Using the BANT Framework
• Understanding Potential Buyers’ Needs
• 7 Things to Know About Potential Buyers
• Leveraging Decision-Makers, Influencers, and Gatekeepers in Sales

BUILDING RELATIONSHIPS WITH YOUR BUYERS

• How to Build Trust With Potential Buyers
• Why Transparency Is Key to Building Relationships and Boosting Sales
• What Is Consultative Selling and Why Is It Effective?
• Developing Emotional Intelligence in Sales

SUMMARY

• Summary
• Quiz

Intended audience

This course is intended for undergraduate and postgraduate students as well as working professionals from all streams/departments/functions.