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Building Client Partnerships and Strategic Alliances
Cavendish, April 2011, Pages: 138
Building Client Partnerships and Strategic Alliances` is more than a resource, it's a map to chart the future Navigating the Future ... A Guide for the Journey
Who is this for?
For individuals in transition who seek proven strategies and processes to help navigate their `Building Client Partnerships and Strategic Alliances` skills successfully.
What are the different components covered?
Introduction
Prepares you for the transition journey. Addresses the variety of emotions that you may experience with change: loss, fear, frustration, relief, anger, excitement, 'up in the air,' 'out of control' and tips to help you manage successfully `Building Client Partnerships and Strategic Alliances`.
The Set of the Sails
Provides the essential information you need to build your skills. Resume purpose, content, style, design and formats are covered including numerous examples are given to help you prepare for unleashing your skills successfully in `Building Client Partnerships and Strategic Alliances`.
Hoist a Banner
Introduces you to creative ways to package the ideas you will need to be successful in `Building Client Partnerships and Strategic Alliances`.
Charting a Course
Begins by illustrating the work you have done to date and maps the manoeuvres and exercises that must be accomplished to ensure a successful passage.
The focus is on
- targeting, to provide focus,
- direction and a realistic view of your needs
- tactical action plan to provide ideas for success.
- the emotional highs and lows that typically accompany transition. Knowing up-front what to expect will help to remind you that you are not alone in `Building Client Partnerships and Strategic Alliances`.
He/she Who Fishes on Catches One
Addresses the importance of `Building Client Partnerships and Strategic Alliances` successful.
If Your Ship Doesn't Come in, Sail Out to It
Explains the various methods and ideas channels.
Breaking Away
To help you break away from the pack and make the best use of unleashing your skills in `Building Client Partnerships and Strategic Alliances` successfully.
Home-Port
Focuses on understanding and mastering negotiations skills in `Building Client Partnerships and Strategic Alliances`.
Specifically you will learn how to
- develop a strategy for managing the negotiations
- polish your presentation, image and negotiation skills
- execute follow-up
- evaluate the offer
- analyze fit
`Every` person in the world will benefit from this comprehensive information and help them to be successful, now and in the future.
Open your mind to the ‘Challenges’ you face in winning the job for your success.
Incorporated in the presentation
Building Long-Term Relationships
If you could take everything we know about communications, put it all in a large pot, boil it and distill it down into its critical essence, it is about the importance of relationships in successful selling. Building and maintaining long-term selling relationships is the key behaviour and skill of the top ten percent of the money earners in sales, in every field, selling every product and service.
The Reason for Success
Most of your success in life will depend on your ability to get along well with other people, and on the quality of your relationships. Psychologist Sidney Jourard, found that 85 percent of a person's happiness in life comes from happy interactions with other people. The reverse holds true as well: 85 percent of a person's unhappiness or problems in life comes from difficulties in getting along with others.
Sell to Lots of People
Anyone can sell to a few people, some of the time. But only the very best human relations experts can sell to a wide variety of people, and sell to them repeatedly. The only way that you can make the kind of big money that you are capable of is by selling more easily, and more often, to the prospects you talk to, and by having those prospects open doors to others through testimonials and referrals. All top salespeople build and maintain high quality business relationships with their customers and sell to them repeatedly year after year.
Decide Emotionally, Justify Logically
We are all sensitive to the quality of our relationships with other people. We are primarily emotional and we make most of our decisions on the basis of how we feel inside. We may carefully consider all of the logical and practical reasons why or why not with regard to buying a product or service, but in the final analysis we tend to go with our gut feeling. We listen to our inner voices. We obey the dictates of our hearts. We buy on the basis of how we feel about the relationship that we have with the other person. Where there is no relationship, there is no sale.
Focus on the Key Variable
Everything that you ever learned of value in the profession of selling, regarding your product or service, or personality, is only helpful to the degree to which it contributes to the building of high quality relationships with customers.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, become a relationship expert in sales. Focus first on the relationship, above all, and the sale will take care of itself.
Second, take care of your relationships once you have built them. Never take them for granted. Tend to them as you would to a flower garden.
Three Keys to Building Relationships
Top sales professionals see themselves as 'Doctors of Selling.' They see themselves as professionals, well educated, acting in their 'patient's' best interest, and bound by a high code of ethics.
The medical process is the same everywhere. Whenever you go to any doctor, of any kind, for any condition, he will follow the three part sequence of examination, diagnosis and prescription.
Begin With a Thorough Examination
Just as a medical professional would never think of treating you without following these three steps in order, you as a doctor of selling, would never allow a customer to force you to sell without your going through your three stages as well. This is as applicable to selling magazines door-to-door as it is to selling oil tankers to Exxon.
In the examination phase, you ask excellent questions, carefully prepared, in sequence, which are geared to give you a thorough knowledge of the patient's condition, or the customer's situation.
Diagnose the Customer's Need Accurately
The second phase is that of diagnosis. In the diagnosis phase with a customer, you would repeat back the results of your examination and double check to be sure that the symptoms that you had detected were the real symptoms being experienced by the patient. You would ask additional questions to confirm and corroborate. You and the patient would mutually agree that this diagnosis seems to be an accurate description of the condition or problem.
Make the Right Prescription
Once this mutual agreement has been reached, that a treatable condition exists and that you have identified it accurately, you can move on to phase three. This is the prescription phase, where you show the patient (customer) that your product or service is the best available treatment, taking all the factors of the patient's situation into consideration for the ailment that you have diagnosed. You show that, on balance, what you are suggesting is the best of all possible solutions.
Professionals who sell in the way that doctors treat patients find that their sales activities proceed far more smoothly and result in better sales in less time.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, take the time to do a thorough examination by asking excellent questions and by listening carefully to the answers.
Second, repeat back and check your diagnosis with the customer so that you both agree on the need or problem - before you recommend a solution.
'Guarantee your Customers Buy More, Faster and at Any Price!'
Whether it's a product, service or even ourselves--influencing others is a skill we cannot afford to live without.
In this program you will learn the most powerful influencing strategies and techniques ever discovered in professional selling.
This presentation is the result of a fresh in-depth analysis and evaluation and reveals how the landscape of this sector has been evolving dramatically over the last few years.
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