Building long-term client relationships

During this training, participants will experience the process of building a business relationship between a supplier and a client.

The full-day training is based on the training game “Marketplace”. The business simulation will be an opportunity to trace the factors strengthening and weakening the relationship between the customer and the supplier, which the participants will play. Just as in a real market, customers will have the freedom to decide which suppliers they want to work with. In order to be successful, salespeople will have to research their clients’ needs, react quickly to changes in this area and help clients make decisions. After the game, the trainer will discuss it in detail. Then, together with the participants, he will transfer the conclusions of the game to their professional reality. Participants will analyze their level of relationship with selected clients. Finally, applying the lessons learned from the whole day’s training, they will develop specific actions they can take to strengthen their relationships with particular clients.

Knowledge

• three-stage scheme for building relationships with customers (reaction, support, creation)
• factors of building trust in business
• main relationship blockers

Results

• participants are familiar with the three-stage model of building business relationships,
• participants are able to adjust their actions at each of the three stages of building customer relationships,
• participants know the factors that strengthen and weaken long-term customer relationships.