Keynotes & Seminars

Relationship Selling™ — Keynote, Seminar, Workshop

"A relationship without a sale is merely a social connection. A sale without a relationship is what one gets from a vending machine. Our clients deserve to have us as their partner in problem solving."
—Jim Cathcart

Purpose

To change the way people think about selling and teach them specific techniques in order to generate more sales with less resistance.

What Audiences Learn (topics available)

  • How to get all the business, not just one transaction.
  • The Eight Competencies Of Sales Readiness.
  • The subtle sales differences in thinking that produce major sales results.
  • How to sell the buyer as they would like to be sold.
  • The difference between cash flow and profit.
  • Rethinking the purpose of sales (To build a profitable clientele).
  • How to gain the edge over competition.
  • How to sell naturally, without pressure.
  • Studying needs and wants rather than just pitching product benefits.
  • How to keep the sales pipeline full.
  • Selling the idea not just the product.
  • Learning what to wonder about.
  • Advanced listening and questioning techniques.
  • How to be a Partner, not a Persuader.

Time Frames

  • Speech: 45-60 minutes
  • Seminar: up to 2 hours
  • Workshop: up to 3.5 hours

Applications

  • Adding new skills to already-successful top performers.
  • Knowing how to reach and sustain the top 1% of sales leadership.
  • Generating new enthusiasm for the science of selling and marketing.
  • Teaching non-sales professionals how to generate new business.

Presentation Style

Jim uses a combination of stories, PowerPoint graphics, audience interaction, humor and specific how-to examples. The mix depends upon your goals for the program. Longer programs use audience involvement and specific exercises to drive home the learning.

Alternate Titles

  • How to Get and Keep Customers
  • Relationship Selling - Sales Readiness Strategies
  • Keeping Good Customers
  • Becoming the Provider of Choice

Supplementary Materials Available