 Relationship
Selling — The Eight Competencies of Top Sales Producers™
"The
Book That Started the Trend"
Newly written for the 21st Century! Key ideas, checklists, and
tactics for the salesperson who has very little time for reading.
130 quick and powerful sales skills.
How To Reach The Top 1% in Just 15 Extra Minutes a Day
by Jim Cathcart, CEO and Founder Cathcart
Institute, Inc.
If
you were to spend merely fifteen minutes each day gaining one
new sales idea or sharpening a skill, within just a few years
you would become an industry leader. Sales excellence is acquired
one skill at a time. This book is the backbone of a complete digital
library of sales coaching.
Relationship
Selling brings you on-tap sales wisdom, which can be accessed
from any telephone, computer or CD player in the world for a quick
two to eight minutes of powerful learning. These 130 Relationship
Selling skill sessions contain the essential elements for your
self-directed performance improvement. Now here they are in book
form for easy use.
As
you grow your knowledge base through these brief daily sessions,
you will gain self-mastery, which puts you way ahead of those
in traditional sales training programs. This competency based;
on-demand series involves the incorporation of "emotional intelligence"
into your sales career as well as the profit-focused "hard skills."
The
Relationship Selling philosophy is: Business should be practiced
as an act of friendship, rather than merely as a process of negotiation.
It is about connecting with people profitably, not merely persuading
them to buy.
The
original Relationship Selling has now been translated into
Japanese, Chinese and Finnish and is currently taught by businesses
and universities around the world.
Following
are many of the advanced skill sessions newly created by Jim Cathcart
in this Millennium. These powerful messages and exercises incorporate
seventeen years of new research and field experience into the
core material of Relationship
Selling.
| The
Eight Competencies of Relationship Selling are:
1.
Prepare to Sell: Build and Sustain Sales Readiness.
2. Target the Right Prospects: Identify Who, How and When
To Make Contact.
3. Connect with the Person: Establish Truthful Communication,
Build Trust.
4. Assess the Needs: Understand The Needs Of The Person
And Their Situation.
5. Solve the Main Problem: Cause The Person To Experience
The Value You Bring.
6.
Commit to the Sale: Confirm That A Purchase Has Been Made.
7. Assure Satisfaction: See That The Customer Remains Satisfied
With Their Decision.
8. Manage Your Sales Potential: Lead, Motivate and Grow
Yourself.
|
| Table
of Contents |
The
Relationship Selling Concept |
| How
To Reach The Top 1% Of Your Field |
| The
Eight Competencies of Sales Readiness |
| Industrial
Era vs. Organic Era Selling |
| The
Relationship or The Sale |
| |
The
First Competency: Prepare |
| Prepare:
Build And Sustain Your Sales Readiness |
| Preparing
Yourself to Excel |
| The
Sales Planning Process |
| How
Do You Want To Be Known? |
| The
Daily Question |
| |
The
Second Competency: Target |
| Linking
Payoffs to Ease of Access Among Prospects |
| How
To Profile A Market |
| Ten
Steps For Referral Prospecting |
| Six
Groups Who Must Benefit From What You Do |
| Defining
And Expanding Your Inner Circle |
| |
The
Third Competency: Connect |
| Keeping
People in the Right Frame Of Mind |
| Managing
Tension and Trust |
| Managing
Tension During The Sales Process |
| How
To Be Welcomed By Your Customers |
| Your
Unique Selling Proposition |
| Taking
The Pressure Off The Call |
| Key
Telephone Skills |
| |
The
Fourth Competency: Assess |
| Understand
The Person And Their Situation |
| What
The Customer Experiences |
| Tips
For Effective Questioning |
| Know
Your Prospect Checklist |
| Know
Your Customer |
| Know
Your Competitors |
| |
The
Fifth Competency: Solve |
| Show
How You Bring Value |
| Let
The Customer Sell Himself |
| Speaking
The Language Of Benefits |
| Rescuing
Customers From Competitors |
| How
To Sell Through Others |
| |
The
Sixth Competency: Commit |
| The
Benefit Summary |
| Confirming
vs. Closing The Sale |
| Why
Customers Resist and What To Do About It |
| Recognizing
Buying Signals |
| Asking
For The Sale |
| |
The
Seventh Competency: Assure |
| See
That The Customer Is Satisfied |
| What
Is A Customer Worth To You? |
| Exceeding
Customer's Expectations |
| Assuring
After-Sale Satisfaction |
| When
To Fire A Customer |
| |
The
Eighth Competency: Manage |
| Manage:
Improve Yourself for Selling |
| Your
Sales Readiness Profile |
| Building
Professional Equity |
| Selling
By The Numbers |
| Becoming
An Eligible Receiver |
| Your
Daily "Thought Diet" |
| Self-Empowerment
- The Eight T's |
| Managing
Yourself |
| How
To Win A Sales Contest |
| Lead
With Your Heart, Guide With Your Head |
|
The
Eight Competencies of Relationship Selling/ © Copyright
2002 Jim Cathcart. All Rights Reserved. |
All of these messages can be combined
with individual exercises and worksheets to become:
 E-Learning
for Sales: a weekly email series of articles or audios (Enough
ideas for up to 3 years),
Training-On-Tap:
a custom series of skill sessions built into your CRM software
for Laptop Learning,
A
Curbside coaching program with the Sales Readiness Assessment
to identify areas of focus,
Self-improvement
series,
A
traditional training course,
An
audio series on CD or Cassette, or,
Monthly
Tele-Coaching by Jim Cathcart so that all your sales force can
call in from wherever they are for a quick sales boost of new
ideas or advice, you can also schedule a powerful live presentation
by Jim Cathcart at your company meetings.
For
further information on Relationship Selling or Jim Cathcart contact:
Cathcart Institute, Inc.
info@cathcart.com
800-222-4883
|
