• Delta Point has developed a robust training program designed to teach the process of how to build, maintain, and leverage relationships.
  • A communication plan and strategy needs to be developed that builds on the strengths of the organization, creating a culture of selling excellence focused on customer centricity.
  • The selling skills of Opening, Questioning and Closing, are the competencies most often identified by our clients as needing further development.

Business Relationship Development and Training

Dealing with people is probably the biggest problem you face, especially if you are in business. Yes, and that is also true if you are a housewife, architect or engineer.” –Dale Carnegie

We believe that most experienced professionals are good at building relationships.

  • Our experience is that individuals can benefit from learning how to systematically develop relationships with the people they meet, even those with whom they have no natural connection
    • We teach them how to leverage the good business relationships they already have.
    • Developing this skill becomes a competitive advantage.
  • We emphasize that while being friendly is a prerequisite to developing a business relationship there is a significant difference between friendships and business relationships. Becoming a friend is not the goal of a sales representative but building a meaningful business relationship should be.

Delta Point has developed a robust training program designed to teach the process of how to build, maintain, and leverage relationships. The Relationship Edge® is an innovative, fast-paced instructional workshop, and the only training program in the marketplace that teaches sales professionals the process of how to build meaningful and lasting one-on-one business relationships with their customers, relationships that yield successful sales results.

  • Field tested with over 5,000 sales executives in a myriad of industries
  • Recent graduates report staggering sales increases of up to 400%

RelationshipEdgeinBusiness

Jerry Says

“If HCP’s won’t give you time it may be because they don’t think you bring value.”

Customer-Centric Approach

To excel, marketing, training and the sales teams need to be aligned. A communication plan and strategy needs to be developed that builds on the strengths of the organization, creating a culture of selling excellence focused on customer centricity.

Delta Point is unique among consulting firms because our consultants and leaders have successfully experienced working within these departments before joining Delta Point. This enables us to create a coordinated and unified plan that results in increased time with the customer, messages that resonate and a more engaged sales force.

The simple truth is that regardless of the sales model, only five things happen during a sales call. The sales representative:

  • Opens the call
  • Asks questions to gain understanding and to engender thinking
  • Communicates the brand’s story using approved marketing assets and resources
  • Handles objections and responds to customer feedback
  • Asks for a specific commitment

To be effective, a sales representative needs to master each of these components of a sales call.  Delta Point has developed training for each of these selling capabilities through a variety of mediums, designed for newly hired sales representatives through tenured professionals. We believe that learning is a life-long process and there is always room to grow and improve.

Meaningful Dialogue More Often

Some of our clients have asked for off-the-shelf programs that could make the greatest impact in the shortest amount of time. In response to this request, Delta Point created Meaningful Dialogue More Often.

The selling skills of Opening, Questioning and Closing, are the competencies most often identified by our clients as needing further development. Although there is no shortcut to mastering selling excellence, building the capabilities of sales representatives in these areas can make a noticeable difference in customer engagement and sales results.

Meaningful Dialogue More Often:

Without direct sales manager involvement, sales representatives will learn how to:

  • Open the sales call by quickly capturing interest
  • Ask Questions that trigger genuine dialogue and engagement
  • Close the call more successfully with a commitment to action

This is not a peripheral exposure to skill development but a more involved training that takes three weeks to complete (for each skill). The program is designed to provide optimal flexibility:

  • Self-guided workshops provide interactive exercises
  • Recordings of the key concepts and practical uses are available through CDs or MP3s.
  • Focus on providing practical application in the real-world setting