Case Studies
Expertise
Events
Library
Tools
Blog One-Day, Highly Interactive Workshop
Relationship Selling
Join Your Industry Peers and Enhance Your Professional Development
Omega Performance is offering Relationship Selling—a one-day, highly interactive workshop to provide best practices and skills for developing profitable business relationships.
Select a venue/date below:
24 February 2009
25 August 2009
Melbourne:
25 February 2009
27 August 2009
Auckland:
18 February 2009
18 August 2009
Join us in Sydney, Melbourne or Auckland and leave the one-day, information-rich workshop better prepared to:
- Use calling time effectively to accomplish relationship objectives and line-of-business priorities.
- Increase success ratios by identifying decision makers and maintaining personal information files.
- Examine customers' business strategies to uncover unmet needs for services.
- Resolve objections smoothly and, when possible, convert them to needs the organisation can meet.
- Propose targeted solutions to meet customers’ high-priority needs and close sales more effectively.
- Optimise the use of the organisation’s resources to search out and capture profitable business.
Relationship Selling will cover the following topics:
- Leveraging Relationships demonstrates the value of relationship planning and how to establish call objectives that will advance the relationship, as well as the organisation’s unit goals.
- Focusing on Relationships analyses a five-phase call process and the high-impact skills necessary to execute the process successfully. It provides practice and feedback on each high-impact skill: needs-oriented questioning, communicating benefits, and resolving objections.
The key themes of the course are visualised in models that help participants recall and use: Aiming for Financial Partnership, Leveraging Relationships, Focusing on Relationships and Maximising Relationships. To support the course content and transfer of skills and processes to the job, practical job aids and worksheets are provided as electronic documents:
|
|
|
Our Facilitators:
Lisa Smith, Omega Performance consultant for Asia/Pacific, has worked with a range of Omega’s key clients throughout Australia, New Zealand, Asia, and South Africa over the last 10 years. She has consulted predominately with global organisations dealing in business-to-business relationships. Lisa has significant experience with various industries, having held positions in the areas of business development and relationship management. She is accredited in Project Management through George Washington University.
Michael Harris, Omega Performance consultant for Asia/Pacific, has 22 years of experience in learning and development. Michael has worked with major clients across a range of industries and has scored consistently high participant evaluations. Michael’s roles have encompassed design, delivery, needs analysis and project management throughout Australia, Asia, and the UK.