Sales Training: 3 Keys to Build Customer Loyalty | Brian Tracy
Summary
TLDRThis video script emphasizes the importance of relationship selling for sales success and building customer loyalty. It highlights that 84% of sales in America come from word of mouth and customer satisfaction, making relationship selling crucial. The speaker introduces three keys to building customer loyalty: relationship selling, partnering for profit, and consultative selling. These strategies differentiate sellers in a competitive market and are essential for long-term success. The speaker offers a free three-part video sales training series to help viewers improve their selling abilities and achieve higher income.
Takeaways
- πΌ Relationship selling is crucial for sales success and is the core of modern selling strategies.
- π 84% of sales in America come from word of mouth and customer satisfaction, emphasizing the importance of great customer relationships.
- π€ Building customer loyalty is one of the most profitable things a business can do, as repeat customers and referrals are more valuable than cold calls.
- π The quality of the relationship with a customer can be a significant competitive advantage, even over competitors with similar or lower-priced products.
- π Relationship selling requires understanding the customer's experience of the selling process and prioritizing the relationship over the product.
- π€ Partnering for profit involves aligning with the customer's business goals, focusing on their profitability, and positioning yourself as a partner rather than a salesperson.
- π§ Consultative selling positions the salesperson as an advisor, concentrating on solving the customer's problems and achieving their goals.
- π° Customer satisfaction is a valuable asset that can significantly impact a company's success and should be a priority for all businesses.
- π The speaker has trained millions of salespeople, many of whom have achieved significant success by applying the sales skills shared.
- π A free three-part video sales training series is offered to help individuals learn sales methods that increase income and build customer relationships with low stress.
Q & A
What is the key skill for success in business according to the transcript?
-The key skill for success in business is the ability to sell your product or service effectively.
Why do old school selling methods no longer work?
-Old school selling methods such as cold calling and pushy closes are outdated because today's professionals sell completely differently, focusing on relationship selling.
What percentage of sales in America originate from word of mouth and customer satisfaction?
-84% of all sales in America originate from word of mouth and customer satisfaction.
Why is it more profitable to focus on customer loyalty rather than constantly seeking new customers?
-Referrals to new customers are worth 10 to 15 times a cold call, making it 10 to 15 times easier to sell to a satisfied customer than to find a brand new one.
What are the three keys to building customer loyalty as mentioned in the transcript?
-The three keys to building customer loyalty are relationship selling, partnering for profit, and consultative selling.
How does relationship selling differ from traditional selling?
-Relationship selling focuses on building long-term customer relationships, understanding customer needs, and providing solutions rather than just pushing products.
What is the significance of the partnering for profit approach in sales?
-The partnering for profit approach involves working closely with customers to help them improve their business, which in turn builds loyalty and long-term relationships.
How does consultative selling contribute to building customer loyalty?
-Consultative selling involves positioning oneself as an advisor to help customers solve problems, achieve goals, or satisfy needs, which fosters trust and loyalty.
What is the importance of competition in the context of relationship selling?
-In a competitive market, differentiating oneself through relationship selling and customer loyalty is crucial for survival and success.
What does the speaker offer in the free three-part video sales training series?
-The speaker offers a free three-part video sales training series that teaches how to increase sales and income using low-stress methods and techniques that build great relationships.
How can practicing the sales skills shared in the transcript lead to significant financial success?
-Practicing the sales skills can lead to significant financial success by helping individuals reach the top of their industry, start successful businesses, and increase their income substantially.
Outlines
πΌ Relationship Selling for Sales Success
The speaker emphasizes the importance of relationship selling for achieving sales success and building customer loyalty. They clarify that traditional, pushy sales tactics are outdated and that today's sales professionals rely on establishing strong customer relationships. The speaker highlights that 84% of sales in America come from word of mouth and customer satisfaction, stressing the significance of repeat business and referrals. They introduce three keys to building customer loyalty: relationship selling, partnering for profit, and consultative selling. These strategies are crucial for differentiating oneself from competitors and ensuring long-term success in a competitive market.
π€ Building Customer Loyalty Through Partnership and Consultative Selling
The second paragraph delves into the specifics of the partnering for profit approach, where the salesperson aligns with the business goals of their clients, focusing on increasing sales, profitability, and efficiency. This approach fosters a sense of partnership and loyalty. The speaker also discusses the consultative selling method, where the salesperson acts as an advisor, helping customers solve problems and achieve their objectives. The success of sales in today's market heavily relies on customer loyalty, which is built through relationship selling and trust. The speaker shares their experience training millions of salespeople and invites the audience to a free video training series to learn more about these sales techniques and strategies.
Mindmap
Keywords
π‘Relationship Selling
π‘Customer Loyalty
π‘Word of Mouth
π‘Consultative Selling
π‘Partnering for Profit
π‘Competition
π‘Customer Satisfaction
π‘Referral
π‘Sales Success
π‘Customer Intimacy
π‘Sales Training
Highlights
The importance of mastering the skill of selling to achieve business success.
The outdated perception of sales and the shift towards relationship selling.
84% of sales originate from word of mouth and customer satisfaction.
Referrals are worth 10 to 15 times more than a cold call.
Commitment to customer service is key to building customer loyalty.
Three keys to building customer loyalty: relationship selling, partnering for profit, and consultative selling.
The necessity of differentiating oneself in a competitive business environment.
The significance of understanding the customer's perspective in the selling process.
The importance of the relationship over the product in high-tech sales.
How strong customer relationships can lead to higher priced sales against lower priced competition.
The concept of customer intimacy and its impact on loyalty.
Partnering for profit by aligning with the customer's business goals.
Positioning oneself as a consultant to build trust and loyalty.
The value of customer satisfaction as a company's most valuable asset.
The role of salespeople in attracting, acquiring, and retaining customers.
The impact of the speaker's sales training on individuals' careers and incomes.
An invitation to a free three-part video sales training series for mastering selling abilities.
Transcripts
hello I'd like to talk to you now about
relationship selling for sales success
and three keys to build Customer Loyalty
what I'm going to share with you could
change your life in business forever if
you're a freelancer a coach a consultant
A salesperson or a speaker author
business owner entrepreneur or
solopreneur there's one skill that you
must Master if you're going to be
successful it has the power to transform
your life from getting by to getting
wealthy and what is this one skill it's
your ability to sell your product or
service effectively in whatever quantity
you want now when I say sales most
people tense up they immediately get a
flood of images in their head of cold
calling and pushy closes and pure dread
the very idea of selling terrifies most
people and holds them back from
fulfilling their potential in business I
can understand that but let me tell you
something those old school way of
selling are over nobody sells like that
anymore I learned those skills when I
began in the 1960s by the 70s they were
gone and by the 80s they were history
today professionals sell completely
differently today we're in what we call
a new era of selling and we need new
skills these skills are relationship
selling 84% of all sales in America
originate from word of mouth and from
customer satisfaction from great
customer relationships almost everything
you buy is bought after you have heard
someone else say that they bought it and
they were happy most of your new
customers should come from your
satisfied existing customers you cannot
make a living by getting new customers
every time you've got to get the
customers coming back and bringing their
friends a referral to a new customer is
worth 10 to 15 times a cold call in
other words it's 10 to 15 15 times
easier to sell to a satisfied customer
than it is to go out and find a brand
new customer to sell to in the first
place your commitment and dedication to
service to your customers in such a way
that you keep them for life and build
incredible customer loyalty is one of
the smartest and most profitable things
that you could ever do and you can learn
how to do it it's not difficult there
are three keys that I've discovered in
Reading thousands of books and teaching
millions of people in sales I discovered
these three keys for building Customer
Loyalty relationship selling partnering
for profit and consultative selling
these are what are used by the highest
paid people at all levels of business
whether it's a person starting out or a
Fortune 100 company these are all ways
that you differentiate yourself from
anyone else who's attempting to sell the
same product or service and remember in
business today there are three words
that you must always remember and they
are competition competition and
competition and you have to be better
than your competition to survive in this
very turbulent World we're in today
relationship selling is the core of
modern selling strategies and
maintaining customer satisfaction it's
really the key to your long-term success
as it is in all parts of life
relationships are 85% of life in
everything that you do relationship
selling requires a clear understanding
of the Dynamics of the selling process
as they are experienced by your customer
they spent millions of dollars actually
interviewing customers and asking them
how they felt about sales presentations
for the first time in history they found
out how customers buy rather than just
how salespeople sell now because of the
complexity of most products and services
today especially high-tech products the
relationship is actually more important
than the product because the person can
get the product anywhere and they don't
know what's in your product anywhere way
so they have to have something that they
can hold on to something they can trust
and it's always the relationship it's
always how they feel about
you the relationship comes first it must
be established clearly before you can go
on to step two if there's no
relationship there's no further
conversation the relationship is in fact
the key differentiator between you and
your competitors in many cases the
quality of your relationship with with a
customer is the competitive advantage
that enables you to Edge out other
competitors who may have products and
services that are similar or which are
even selling at lower prices you'll
notice that companies that have great
relationship with their customers sell
higher priced products against lower
pric competition all day long they sell
more they sell easier and they make
higher profits now in relationship
selling the quality of the trust bond
that exists between you and your
customer can be so strong that no other
competitor can get between you sometimes
they call this in the research customer
intimacy you get so close to your
customer that they won't buy from anyone
else once you've achieved that your
success is going to be incredible now
the second part of building customer
loyalty is the partnering for-profit
approach to business sales when you deal
with a business person you're going to
be sure of one thing that person thinks
night and day about his business he is
it is very close to him or her it's dear
to his or her heart that's all they
think about is increased sales and
profitability lower costs higher profits
and if you come in and talk to him and
ask him questions about his business and
look for ways to help him run his
business better faster more economically
the customer is going to warm up to you
and want to be associated with you and
your company now this approach to
partnering in profit with your customer
is a key way to differentiate yourself
and to building Customer Loyalty for the
indefinite
future as your customer's partner you
should always be looking for ways to
help and advise your customer on ways to
cut costs and improve results you should
position yourself as a person who cares
about the success of your customer more
than anyone else does and apparently
even more than you care about selling
your product or service at the present
moment when the customer feels that you
care more about them them than making a
sale then you begin to develop this Bond
of loyalty that becomes almost
unbreakable the third key to building
customer loyalty is what is called the
Consulting approach to your dealings
with your customer or what is often
called consultative selling when you
position yourself as a consultant as an
advisor you are really positioning
yourself to serve your customer as a
problem solver instead of trying to sell
something to your customer you
concentrate all of your efforts and
atten ention on helping your customer
solve his problems achieve his goals or
satisfy his needs the success of a
business or a sales career depends upon
relationship selling and Customer
Loyalty in today's competitive market
customers are very difficult and
expensive to acquire the first time and
they can represent tremendous value to
an
organization in fact customer
satisfaction can be the most valuable
single asset that a company can acquire
during its lifetime your job no matter
where you are in the private sector is
to help your company attract acquire and
keep customers
indefinitely they make all the
difference between success and
failure now I've personally trained over
2 million salespeople in 72 countries
over the last few years many of them
have gone on to reach the top of their
office or Niche or industry some of them
started at the bottom and now own large
m multi-million dollar companies
practicing the sales skills that I have
shared with them several are making much
more money than they've ever had before
many of them are millionaires and
multi-millionaires so I'd like to share
some of these secrets with you in a free
that's the word free free three-part
video sales training Series in this
video series you will learn how to jump
from the bottom 10% to the top 10% of
income earners in just two simple steps
that work for everyone you'll learn 11
words that you must memorize and repeat
to yourself every morning you will learn
two factors that every top salesperson
has more of than everyone else you'll
learn the five key differences between
winners who sell more close more make
more money and those who struggle all
the time you'll learn for Human Action
top performers simply refuse to do so
sign up today for my free three
three-part video training Series where I
show you proven sales methods to
increase your sales and income lowkey
low stress no stress easy methods and
techniques that build great friendly
relationships with other people with no
hassle on your part so start mastering
your selling abilities today and sign up
for the three free videos
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