Starting Relationship Selling

When Carol is left to train four staff to sell, she assumes none will succeed.

Carol is skeptical when Marcus asks her to train four staff in the art of relationship selling: Tammy, Carlos, Dion and Casey. For Carol, this seems an impossible task. Sherry wished she had been chosen as a sales trainee, as she loves selling and connecting with people, and has great insights about how to do 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; that relationship selling really is all about HEART Help, Expectations, Ask, Remember and Timing. Sam reluctantly agrees that this is an excellent approach for the company.