Relationship Building

 

Quickly build personal trust with your customers and clients.

Sales Productivity

 

Identify and create new opportunities through high-trust relationships.

Performance Management

 

Use technology to measure your business to business relationships.

Enterprise-wide Execution

 

Implement best practice relationship management enterprise-wide.

Relationship Capital

 

Measure, grow and manage your most valuable intangible asset.

Engage
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Person to person relationships are the building blocks of Relationship Capital. The right relationships with the right people result in high Relationship Capital. Engage is about the skills and attributes that enable people to build effective business relationships.

Developed by Keith Dugdale and David Lambert, authors of the best-selling Smarter Selling (Financial Times Prentice- Hall 2007), the Engage skills program is based on their proven approach of providing value in every interaction. The core of the program is two-day training workshop; other services include needs assessment, implementation advice, individual coaching and mentoring.

Relationship skills are essential in selling, but Engage is not just for salespeople. This program will enable your team to build Relationship Capital in any context, be it with customers, suppliers or internally with your own staff and to:

  • Interact effectively with anyone.
  • Build sustainable differentiation.
  • Create environments in which people buy.
  • Use the ‘speed of trust’ to achieve consensus quickly.
  • Get more repeat business.
  • Increase business referrals.

The Engage Program covers:

  • The four common types of business relationships.
  • Creating the right relationships with the right people.
  • Quickly building rapport and establishing trust.
  • Building a shared (related) vision with others and becoming a trusted advisor.
  • Signaling and delivering value in every conversation.

 

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Engage Skills Workshop
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A highly interactive learning environment that uses  behavioral analysis, practical examples, role play, case  studies and game-playing to teach relationship building skills.

Newly learned skills are immediately relevant as participants work with their own real-life situations; they hit the road running back on the job. Regular two-day public workshops are scheduled in a variety of locations and in-house workshops can also be arranged. 

Participants learn how to:

  • Measure the type and strength of their relationships using Traxor.
  • Understand their preferred natural behavior using the Octagon™ profile and its impact on others.
  • Establish rapport and start to build trust from their first words.
  • Use SHAPE™ questioning to demonstrate broad interest in the other person; their business; real needs and goals.
  • Use Levels of Thinking, Spicy Questions and Focus-5 to make interactions more engaging and memorable.
  • Use Value Sheets to focus on value to the other person.
  • Use the power of CC Notes to maintain collaborative momentum.