Sales

Relationships for Revenue Growth

"Ferrazzi's insights on building relationships are indispensable, whether you are just starting out or 30 years into your career. His instruction on how to create and leverage one's network for professional advancement and revenue growth reminded us how we developed in our positions to begin with, through our personal and professional relationships. We left energized and focused on building relationships."
-Ed Faruolo, Cigna Corporate Marketing

Salespeople and entrepreneurs face the hard reality that more and more of their products and services are faster and faster becoming commodities in today’s competitive marketplace. In this environment, the one lasting strategy for consistently growing revenue is to proactively build genuine, lasting relationships with clients. Through “Relationships for Revenue Growth,” participants learn the following to do just that:

• Make more business relationships personal because selling is easier and more fun work with personal friends rather than strictly professional contacts,
• Build emotional ties that transcend transactions through demonstrating uncommon generosity with their clients,
• Uncover new leads and warm-up cold calls through cultivating their existing networks, and
• Close more deals by increasing their value proposition through relationships.

C-Suite Selling

Not getting results with a bottom-up approach to sales? Tired of your salespeople investing valuable time and resources to convince mid-level managers to make a purchase, only for their recommendation to be rejected by senior executives? In “C-Suite Selling,” participants learn the ins and outs of selling to the most desirable clients—top executives. Everything from securing an initial meeting amidst their crazy schedules to engineering a value proposition that fits their most pressing issues and high-level strategic visions, “C-Suite Selling” prepares participants to sell to the real decision-makers.

Maintaining Your Network: Executive Relationship Management (ERM)

Do you agree that relationships—not tasks—are what power the growth of your organization? But are you just a bit unsure of how to set up a system for maintaining your key relationships, or do you find your days to be so inundated with putting out fires that you just don’t have time to figure it out? ERM is the most efficient starting point for executives to identify and record the individuals most important to their organizational and personal success. ERM also helps executives understand best practices for approaching these individuals, building personal relationships, and creating a system for maintaining contact on a consistent basis, even amid the flurry of daily responsibilities.

Wallet Expansion

Everyone knows that it costs much more to acquire a new client than it does to sell additional services to current clients, but do you know exactly how to expand the wallets of your current clients? Through “Wallet Expansion,” participants learn to assess a client’s overall situation by mapping out the relationships they have throughout the client organization. Participants learn to weigh the influence of each player and strength of relationship they have with each, as well as to creatively find ways to enhance those relationships through personal intimacy and generosity to maximize the opportunities for up-selling and cross-selling throughout the organization.

P2P Selling: Relationship Selling To Avoid Margin Erosion

To get outstanding revenue results, you must forget about B2B selling. Businesses don’t sell to businesses; people sell to people. Unless you start thinking P2P and striving to add value to your clients through personal relationships, you and your products and services will become commoditized. In “P2P Selling,” participants learn to go beyond selling features and benefits to offering total solutions by understanding what their clients really need through developing deep personal relationships.