>	Planning for Success
>	Forming Business Relationships
>	Searching for Opportunities
>	Positioning the Value and Closing
>	Renewing the Relationship
>	Team Selling
>	Collaborative Negotiations
>	Motivating for Sales Performance

Forming Business Relationships

Overview
Studies indicate that only 25% of the population has the same type of personality as yours. You struggle to get along with the other 75%. Learn how to do more than just “get along with” all of your customers: learn how to work with them so they consider you a true partner.

More and more, relationships are becoming the difference in sales. People buy from people. Be the person with whom your customer wants a long-term business relationship.

Performance Outcomes
As a result of participating in Forming Business Relationships, you should be able:

• Identify factors that influence business relationships.
  
  
• Implement techniques for communicating value, competence, trust.
  
  
• Demonstrate propriety and versatility in business relationships by recognizing social styles and flexing your style to accommodate others’ styles.
  
  
• Use these techniques to achieve your Personal Breakthrough Opportunity.

Activities
Activities include defining the basis of a business relationship, Social Style Inventory (self-assessment), Social Styles Worksheet, applying social styles to the selling process, and preparing to apply skills to your Personal Breakthrough Opportunity.