If we want to build successful relationships with all our stakeholders we need to develop those competencies that support sustainable relationships.

Learning Objectives

  • Explore the difference between Transactional and Relationship Marketing
  • Understand the concept of Relationship Selling
  • Identify which competencies and characteristics separate good salespeople from great sales performers
  • Obtain a better understanding of your own competencies as a sales person
  • Understand the importance of active listening and empathy in the sales process
  • Gain insight in and practise the ARROW concept of relationship building and selling skills
  • Explore the client’s needs effectively
  • Close the conversation effectively