Description

Relationship selling focuses on the interaction between the buyer and the seller rather than on the price or details of the product. It involves developing long-term relationships with your customers — rather than focussing simply on one transaction. Relationship selling involves interacting with customers to create strong, even emotional, connections. In this dramatized video case study Carol the team leader trains four staff in the art of relationship selling. The trainees learn through role-plays to build their skills and Carol doesn’t hesitate to give them harsh feedback. They learn to show interest, ask questions, be responsive to client needs, and not over push product. Casey surprisingly develops her own take-home message from the session.