The aim:  To make your customers want to buy from you - and keep them coming back.

Markets are more competitive. Customers are more demanding. You can't sell on features and price alone.  So you have to find that extra ingredient to make your customers want to buy. Here it is: Relationship selling.

Today sales people have to build a relationship with their customer based on respect and trust. They have to establish the relationship over time, and work at maintaining it. That way the customers comes back - with more potential sales opportunities.

Elaine desperately wants to win 'Sales Person of the year' and a trip to Barbados. Gary and Calvin both want to go with her. The way they 'pitch' for her attention mirrors their different approaches to selling. Gary wants his customers to sign there and then; while Calvin prefers to build a longer term relationship.

Things start to go wrong - but then Elaine meets Supersalesman, who gives her the key she needs for success.

This framework works for all forms of selling - but the more complex the product or service, the more important it is to get the relationship right.

The benefits:

This fun story uses a Superhero to get the message across. And there's a summary with an example of how to us SPEND in action - to sell a financial service (both with and without commentary). There's also a simple guide - with one hour to half-day course notes and follow-up activities.

This flexible pack is designed to be used by sales managers, team leaders and sales trainers to introduce their team to relationship selling. Or it can be used for individuals to refresh and reinforce training.