Course overview
We are uniquely positioned to prepare sales professionals to transition into the new world where collaboration, confidence and credibility are the way to connect with customers to increase business. Today’s customers are just too savvy for old tricks. Dale Carnegie’s proven selling process includes human relations skills grounded in timeless fundamentals from “How to Win Friends and Influence People”.
Learn the importance of a confident attitude when interacting with customers. Develop active listening skills to uncover customer needs and head off challenges. Find out how to establish credibility, and communicate your value by focusing on customer-centric solutions
Before an experienced sales professional ever crosses their client’s threshold, they know the client is armed with facts. They have explored your website. They know pricing; they have read your company’s reviews; they are prepared. So where does the sales person fit in?
High-performing sales professionals are doing something that the Internet cannot do. They are building relationships. They are passionate and committed to the success of their client. They understand that enduring relationships are the key to positive outcomes for all.
Dale Carnegie Sales Training: Winning with Relationship Selling will show you how to forge those essential, positive relationships.
Campus locations
What you'll learn
- Establish goals for personal and professional success
- Build a dynamic and confident attitude
- Identify the best-prospecting methods
- Maintain an unlimited pipeline through prospecting
- Form essential relationships required for long-term benefits
- Develop active listening skills
- Identify opportunities and minimise challenges
- Establish credibility and communicate your value
- Use social media to expand your networking influence
- Develop crucial questions to reveal customer needs
Recognition
Study method
- In-classIn class delivery - predominately face to face course content conducted at a specific location
- BlendedBlended delivery - both online course content and partial face to face requirements
- OnlineOnline delivery - online course content with the exception of assessments and work placement
Locations
- Auckland
Duration study load
- 3 Days (9am to 5pm)
OR
- 6 weeks (time spaced)
Assessment
- Complete 3 of 3 sessions
- Completion of assignments
Who's it for?
- All sales professionals who want to achieve better results through stronger relationships
Subjects
- Assess your success beliefs
- Define goals that direct your actions
- Apply principles for achieving a winning and confident attitude
- Create a weekly action plan that propels you to success
- Choose the best prospecting methods to fill your pipeline
- Develop a Customer Profile that describes your ideal client
- Apply techniques for building relationships to connect with your customers
- Demonstrate methods to ask for referrals with confidence
- Apply principles for listening proactively
- Identify the best networking techniques to expand your influence
- Establish credibility and communicate your value
- Evaluate online networking methods
- Develop powerful questions to get the information you need
- Create interest by describing what the customer can expect from your solution
- Differentiate types of customers and what motivates them
- Use techniques to widen the buyer’s gap and create a sense of urgency
- Identify the true value of your solution
- Apply techniques to express information concisely
- Use evidence to persuade the customer
- Develop a plan to communicate your solutions with impact
About Dale Carnegie
For over a century, Dale Carnegie has been improving individual and business performance around the world. While our training techniques continue to evolve, our core principles remain true to a single vision: real transformation begins within.
A rich history and a proven, innovative process has connected Dale Carnegie training to people around the world seeking real transformation and impactful results.
Dale Carnegie's focus has always been people connecting with people. Our multistep process is centred around modern training techniques that provides measurable results and real-world learnings.
The Dale Carnegie experience engages learners from the initial contact through follow-up and support to reinforce key behaviours. Our methodology supports the development of skills and habits needed to sustain performance change. We believe that the emotional shift is as important as the behaviour shift.
We focus our development offering across six key topics;
Presentation, Leadership, Sales, Customer Service, Organisational Development and People.
