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Winning With Relationship Selling Course


The transactional, single sale model is no longer as relevant in modern business. Today, Japanese clients are much better informed and much more demanding than ever. They want a reliable partner who will help them grow their business and help them vanquish their rivals. They are looking for long-term, trust-based relationships to further develop their businesses.

Course Dates

Course Details

Learn how to establish trust and credibility, using Dale Carnegie’s principles, techniques and methods, to better understand client needs and to collaborate with customers, by presenting evidence-based solutions. In addition, effectively communicate value which really resonates with buyers’ interests. Discover how to professionally handle client objections such as “your price is too high”. Secure the buyer’s commitment to make the purchase today and critically, to make it with you and not your competition. (3.5 hours x 8 sessions or 8 hours x 3 sessions)

Training Objectives

  • Create and demonstrate sales strategies that facilitate the buying process through relationship-oriented techniques
  • Use methods to establish a connection with customers to gain access and establish trust
  • Construct solutions in collaboration with customers while offering insights and establishing value
  • Apply the Dale Carnegie Sales Model to eliminate objections and minimize the need for negotiation
  • Employ proven techniques to maintain customer relationships and encourage repeat business

How it will help you

Practical, real life role plays based around your product or service will boost your confidence in preparation for those make or break client meetings. In our public programs, you will gather insights and ideas from a myriad of other industries, as you mix with salespeople from many other companies.

Suitable for

All sales professionals (including sales managers)

Main Program Course Schedule

3-days (8 hours per day)8-weeks (3.5 hours per session) 
Day 1Week 1Session 1: Sales Attitude

• Define your Unique Selling Proposition
• Understand how to Create Value for customers
• Identify Key Performance Indicators
• Write a Sales Drivers Breakthrough Plan
• Create and discuss your Personal Vision
Week 2Session 2: Gain Access

• Present application report
• Understand different buying perspectives
• Practice your Credibility Statement using the Sales Storytelling technique
• Ask Qualifying Questions
• Build an Agenda Statement
• Manage Misperceptions
Week 3Session 3: Discovery

• Present application report
• Practice Questioning Skills
• Understand the Buyer’s Needs Analysis
• Identify the Buyer’s Gap
• Use the Questioning Model to ask powerful questions
• Prepare Facts, Benefits, and Applications Worksheet
Day 2Week 4Session 4: Communicate Value

• Present application report
• Practice Summary Statement
• Facts, Benefits, and Applications, Evidence
• Construct and present your Customized Power Solution
Week 5Session 5: Respond to Objections

• Present Application Reports
• Revise Listening Skills
• Understand Buying Signals
• Understand And Practice Using Objection Handling Formula
Week 6Session 6: Commit and Maintain the Relationship

• Paint a Word Picture
• Ask for a Commitment
• Handle Mistakes
• Follow Up and Stay in Touch
Day 3Week 7Session 7: Expand Your Network

• Present Application Reports
• Practice Storytelling
• Learn Prospecting Techniques And Identify Opportunities
• Find And Build Champions
• Get Referrals
Week 8Session 8: Sales Skills Mastery

• Present application report
• Identify Opportunities
• Ask for Referrals
• Sales Skills Championship
• Strength Comments
• Summarize Your Progress

Session Details: 8 Step “Performance Change Pathway”

  • Step 1: Pre-Work (3 videos, 3 podcasts, 3 Thought Leadership Articles)
  • Step 2: Performance Coaching For Managers Workshop (optional - 60 minutes – Managers of participants are re-skilled to drive follow-up and results)
  • Step 3: Kick-off Session (1 hour online), Pre-training survey, Accountability partner assignment
  • Step 4: Participate in the Main Program (3or 12 Sessions)
  • Step 5: 28-week self-paced learning program starts (Weekly video and audio content sent for 28 weeks)
  • Step 6: Deep Learning 1 (2 hours online session 30 days after main program ends)
  • Step 7: Deep Learning 2 (2 hours online session 90 days after main program ends)
  • Step 8: Professional Ongoing Education Program (2 hours session every month)

Japan Sales Mastery: Lessons from Thirty Years in Japan

Are you selling to Japanese buyers? Do you want to be more successful? To sell to Japanese buyers, you need to: - Create long-term partner-level trust or no sale - Fully understand Japanese buyers' real needs or no sale - Convince buyers with your solutions or no sale - Overcome your Japanese buyer's hesitation, fear, and doubt or no sale - Know how to ask for the order or no sale - Ensure re-orders and life is good. This book is the product of over 30 years in the trenches, experiencing real-world pain, frustration, disappointment, and elation selling to Japanese buyers.

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Frequently Asked Questions

Please view our Frequently Asked Questions and Answers about our training.

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