1. Selling Skills – Arise Roby
ARISE TRAINING & RESEARCH CENTER

2. Relationships
aren’t
‘Taught’
but
‘Acquired’
ARISE TRAINING & RESEARCH CENTER

3. LISTEN…LISTEN… LISTEN…
Perhaps the most
important thing we ever
give each other is our
attention
JUST LISTEN
ARISE TRAINING & RESEARCH CENTER

4. • Acknowledges and reinforces
the need for ongoing
involvement with a client
• Gain mindshare
• Drive thought leadership
• Partner with the client
• Solve problems
• Introduce innovative win-win
solutions and applications
Be a Partner NOT a Supplier
ARISE TRAINING & RESEARCH CENTER

5. Relationship selling skills
nurture business
Organic Growth
Building business through
Networking
New Business
Nurturing a lead into
conversion
ARISE TRAINING & RESEARCH CENTER

6. A new way of thinking about
Relationships
ARISE TRAINING & RESEARCH CENTER

7. Relationships are more important than
short term gain/ win
ARISE TRAINING & RESEARCH CENTER

8. Business Development
Displace
current
supplier
Identify
prospects ~
expand
category
Use referrals
to advantage
Driving Business development through
Relationships
ARISE TRAINING & RESEARCH CENTER

9. “The Sun and the Moon need to line up
to knock out the incumbent”
Find/ Fill gaps to identify existing opportunities or create new
avenues
Use relationship techniques to advantage
ARISE TRAINING & RESEARCH CENTER

10. Fundamentals
Fundamentals
Fundamentals
ARISE TRAINING & RESEARCH CENTER

11. Invest in honing Your
Relationship Selling Skills
ARISE TRAINING & RESEARCH CENTER

12. First Impression
is the KEY
ARISE TRAINING & RESEARCH CENTER

13. If I only had three words
of advice, they would be,
Tell the Truth
If got three more words,
I'd add, all the time"
You are only as good as your last word
ARISE TRAINING & RESEARCH CENTER

14. Answer WIIFM?
Positive Body Language
Patience
Let everyone talk
Check Egos at the door
Spend time on Right things
vs. doing things right
No job is beneath you
ARISE TRAINING & RESEARCH CENTER

15. • No Shortcuts!!!!
•The best shortcut is the long
way, which is basically two
words: WORK HARD
• Luck is where preparation meets
opportunity
• When we are connected to others,
we become better people
• Phrase alternatives as questions
ARISE TRAINING & RESEARCH CENTER

16. Relationship Selling
Preparation
&
Presentation
Good
posture
Sincerity
ARISE TRAINING & RESEARCH CENTER

17. Creating Profits
through
Relationship
techniques
ARISE TRAINING & RESEARCH CENTER

18. The Questions are always more
important than Answers
How to create profits using relationship selling??
ARISE TRAINING & RESEARCH CENTER

19. Be Profitable…
• Single Sales objective
• Cross Sell
• Bundling
• Repeat sales
• Referral business
• Move on to higher ticket
items
• Better Pricing
• Customer retention
ARISE TRAINING & RESEARCH CENTER

20. People are more important than
things
ARISE TRAINING & RESEARCH CENTER

21. There is more than one way of
measuring profits and losses
ARISE TRAINING & RESEARCH CENTER