Protecting Revenue, Protecting Relationships-Protecting Revenue, Protecting Relationships

Video Transcription

Video Summary

In this webinar, Ed Wallace and Mark Roberts discuss the importance of building virtual relationships and selling skills in a time when face-to-face interactions are limited. They stress the significance of worthy intent, which means always putting the customer first and showing authenticity. They also introduce the concept of relational capital, which includes credibility, authenticity, and building a warm and competent relationship with customers. The speakers emphasize the need for sales teams to assess their skills and identify any gaps, especially in terms of working remotely and using virtual communication methods effectively. They discuss the importance of gathering information through relational GPS, which involves understanding the goals, passions, and struggles of customers. They also outline a process called the relational ladder for building strong business relationships and offer tips for engaging customers authentically and providing value in each interaction. The webinar concludes with a discussion on the importance of coaching sales teams and the benefits of sales training in terms of increased gross margin, account retention, and share of customer wallet.

Keywords

virtual relationships

selling skills

face-to-face interactions

relational capital

sales teams

working remotely

relational GPS

business relationships

sales training