Course information

Relationship Sales Masterclass Course Outline

Module 1: Introduction to Relationship Sales

  • What is Relationship Selling?
  • Understanding Buyer Behaviour
  • Methods of Profiling Customers
  • How to Recognise Them?
  • How to Deal with Behaviour Styles?
  • Relationship Selling Process
  • Partnership: An Evolved Form of Relationship Selling

Module 2: Relationship Selling: Techniques and Examples

  • Understand Relationship Selling Techniques
  • Listening Skills
  • Barriers to Listening
  • Understand Relationship Selling Techniques
  • Use of Language

Module 3: Relationship Selling and Customer Loyalty

  • Conceptual Framework
    • Associations Between Salesperson-Specific Relationship Variables
    • Trust in the Firm
    • Firm Service Quality
    • Attitudinal Loyalty
    • Loyalty Behaviours

Module 4: Become Better Salesperson through Relationship Selling

  • Emotional Intelligence
  • Understand Being More Sensitive to Feelings
  • How do you Build Relationships with Prospects?
  • Types of Questioning Techniques
  • Questioning Skills
  • How to Find Information to Build Meaningful Relationships?
  • Types of Sales Relationships
  • How to Improve Your Sales Relationships?
  • What Does it Mean to be Assertive?
  • Presenting Clear Messages
  • How to Influence Others?

Module 5: Sales Relationship Ladder

  • Spectator
  • Vendor
  • Preferred Provider
  • Business Consultant
  • Partner

Module 6: Relationship Sales Vs Traditional Selling

  • Relationship Sales Vs Traditional Selling
    • Consulting
    • Consumer Interest
    • Planning
  • Sales Methodologies
  • A Conflict Resolution Model – Thomas and Kilmann
    • Competing/Forcing Mode
    • Accommodating Mode
    • Avoiding Mode
    • Collaborating Mode
    • Compromising Mode

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Who should attend this Relationship Sales Masterclass?

Our Relationship Sales Masterclass is designed to equip delegates with the skills and expertise necessary to excel in driving sales through building and nurturing strong relationships with customers. This Sales Training Course is especially beneficial for the following professionals:

  • Sales Professionals
  • Sales Team Leads
  • Account Managers
  • Business Development Executives
  • Entrepreneurs and Business Owners
  • Customer Relationship Managers
  • Sales Managers

Prerequisites of the Relationship Sales Masterclass

There are no formal prerequisites for the Relationship Sales Masterclass. However, a solid understanding of sales concepts and relationship-building skills would be beneficial for the delegates. 

Relationship Sales Masterclass Overview

Relationship Sales, often referred to as relational selling, is a sales strategy centred around building strong, long-term relationships with customers. Instead of focusing solely on closing individual transactions, relationship sales prioritise understanding customer needs, fostering trust, and nurturing ongoing connections. Sales professionals employing this approach aim to become trusted advisors, guiding clients through their buying journey and ensuring their satisfaction post-sale.

In today's highly competitive and complex market, the demand for a relationship strategy that prioritises long-term customer relationships has become crucial due to the need for delivering an array of products and services. Possessing practical knowledge and skills in relationship selling allows individuals to specialise in applying these techniques within an organisation, ultimately enhancing their career advancement prospects.

In this 1-day Relationship Sales Training Course, the delegates will learn how to build effective customer sales relationships. They will learn various concepts about relationship selling, such as buyer behaviour, techniques, adding value, loyalty behaviours, relationship vs. traditional selling, how to improve sales relationships, and many more.

Course Objectives

  • To understand the importance of Relationship Selling
  • To learn how to build and maintain relationships with customers
  • To identify the key skills and techniques of relationship selling
  • To practice relationship-selling skills through role-playing and other exercises
  • To develop a personal relationship selling style that is authentic and effective

At the end of this training, delegates learn to implement sales techniques in an organisation. They also learn to build an effective relationship with customers more effectively. By attending this training, delegates also learn to identify the steps in the relationship-selling process and improve their sales relationship with prospects.  

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What’s included in this Relationship Sales Masterclass Course

  • World-Class Training Sessions from Experienced Instructors
  • Relationship Sales Course Certificate
  • Digital Delegate Pack

Why choose us

Our Melbourne venue

Includes..

Free Wi-Fi

To make sure you’re always connected we offer completely free and easy to access wi-fi.

Air conditioned

To keep you comfortable during your course we offer a fully air conditioned environment.

Full IT support

IT support is on hand to sort out any unforseen issues that may arise.

Video equipment

This location has full video conferencing equipment.

Melbourne is the capital city of the Australian state – Victoria. The population of Melbourne is around 4,500,000 people with its inhabitants known as Melburnians. The metropolitan area is located on the extended natural bay of Port Phillip and expands towards the Dandenong and Macedon mountain ranges. Melbourne was transformed into one of the world’s wealthiest and largest cities during the 1850s gold rush. Melbourne’s economy has particular strengths in areas such as finance, manufacturing, research, IT, education, logistics, transportation, and tourism. Melbourne is also home to the world’s largest mining company BHP Billiton. The seaport in Melbourne is Australia’s largest and handles more than $75 billion in trade every year. There are around 9 million visitors every year, this plays and important role in the economy with an annual $16 billion being brought in on tourism alone. Melbourne is home to many of Australia’s most prominent and well-known schools. Six out of 20 of the best ranked schools in Australia are located in Melbourne. Melbourne was further ranked the world’s fourth top University City just after London, Boston, and Tokyo. The University of Melbourne was ranked top among Australian universities in the 2010 THES international rankings. The University has approximately 43,000 students and 4,000 teach staff. The University of Melbourne is highly ranked in many academic areas such as Law, Computer Science & IT, Arts and Humanities, Dentistry and, Medicine. There are a number of private international schools which includes The Japanese School of Melbourne which is a weekend programme for Japanese Australian and Japanese national students. There are a number of other well-known universities in Australia including the Royal Melbourne Institute of Technology, La Trobe University, and Swinburne University of Technology. An increase in international students attending university in Melbourne has resulted in an increase in the number of places being made available to students.

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Address

Contact us for more information

T: +61 272026926

Ways to take this course

Experience live, interactive learning from home with The Knowledge Academy's Online Instructor-led Relationship Sales Masterclass | Sales Training in Melbourne. Engage directly with expert instructors, mirroring the classroom schedule for a comprehensive learning journey. Enjoy the convenience of virtual learning without compromising on the quality of interaction.

Unlock your potential with The Knowledge Academy's Relationship Sales Masterclass | Sales Training in Melbourne, accessible anytime, anywhere on any device. Enjoy 90 days of online course access, extendable upon request, and benefit from the support of our expert trainers. Elevate your skills at your own pace with our Online Self-paced sessions.

Experience the most sought-after learning style with The Knowledge Academy's Relationship Sales Masterclass | Sales Training in Melbourne. Available in 490+ locations across 190+ countries, our hand-picked Classroom venues offer an invaluable human touch. Immerse yourself in a comprehensive, interactive experience with our expert-led Relationship Sales Masterclass | Sales Training in Melbourne sessions.

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Highly experienced trainers

Boost your skills with our expert trainers, boasting 10+ years of real-world experience, ensuring an engaging and informative training experience

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State of the art training venues

We only use the highest standard of learning facilities to make sure your experience is as comfortable and distraction-free as possible

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Small class sizes

Our Classroom courses with limited class sizes foster discussions and provide a personalised, interactive learning environment

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Great value for money

Achieve certification without breaking the bank. Find a lower price elsewhere? We'll match it to guarantee you the best value

Streamline large-scale training requirements with The Knowledge Academy's In-house/Onsite at your business premises. Experience expert-led classroom learning from the comfort of your workplace and engage professional development.

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Tailored learning experience

Leverage benefits offered from a certification that fits your unique business or project needs

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Maximise your training budget

Cut unnecessary costs and focus your entire budget on what really matters, the training.

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Team building opportunity

Our offers a unique chance for your team to bond and engage in discussions, enriching the learning experience beyond traditional classroom settings

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Monitor employees progress

The course know-how will help you track and evaluate your employees' progression and performance with relative ease

What our customers are saying

Relationship Sales Masterclass | Sales Training in Melbourne FAQs

Relationship Selling is a sales technique aimed at communication among buyers and the salesperson rather than the price or detail of the product.
In this Relationship Sales Masterclass training course, there are no formal prerequisites.
This Relationship Sales Masterclass training provided by The Knowledge Academy is suitable for anyone who wants to learn and get in-depth knowledge about sales.
This training will help individuals to build trust, create a positive brand image, increase sales, turn customers into promoters, are the main benefits of Relationship Selling.
The importance of building relationships in sales is to show the customer that you are interested in them in addition to your check book.
In this training, you will learn various concepts of relationship selling including buyer behaviour, techniques, add value, loyalty behaviours, relationship sales vs traditional selling, how to improve sales relationships, and many more.
The training fees for Relationship Sales Training certification in Melbourne starts from AUD1895
The Knowledge Academy is the Leading global training provider for Relationship Sales Training.
Please see our Sales Training courses available in Melbourne
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Why choose us

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Best price in the industry

You won't find better value in the marketplace. If you do find a lower price, we will beat it.

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Many delivery methods

Flexible delivery methods are available depending on your learning style.

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High quality resources

Resources are included for a comprehensive learning experience.

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"Really good course and well organised. Trainer was great with a sense of humour - his experience allowed a free flowing course, structured to help you gain as much information & relevant experience whilst helping prepare you for the exam"

Joshua Davies, Thames Water

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