The 8 module Managing Complex Business Relationships System comprises of:

Module 1 - Succeeding In Long Term Relationships

Understanding and utilizing the 8 key wants of National Account Buyers in Long Term Relationships.

Module 2 - Identifying The Power Players

Identifying and working with the 6 main Influencers in the Power Player Network, of Complex Selling Situations.

Module 3 - Buy-In Readiness And Influential Hit Power

Assessing the Power-player's buy-in Readiness and Influential Hit Power.

Module 4 - Decision Making Profiles

How to quickly read the Decision Making Profiles of Buyers:

1. Personality Profile
   
2. The Thinker Profile
   
3. The Group Decision Making Profile

Module 5 - The Relationship Development Stages

Knowing what the buyer expects and what to do at each of the 5 stages of Relationship Development:

1. Attraction
   
2. Exploration
   
3. Development
   
4. Commitment&
   
5. Unity Stage

Module 6 - Capitalizing On Business Stages And Cycles

How to recognize at what stage of Business Growth or Decline (Aging) a company is at. Also how to sell to or sell for a company in each stage. The stages are:

1. Concept
   
2. Take-off
   
3. Stable
   
4. Ambitious
   
5. Turbulent
   
6. Success
   
7. Mature
   
8. Establishment
   
9. Dormant Stage

Module 7 - Putting Your Relationship Development System To Work

How to use the Relationship Development System with each selling situation.

Module 8 - Building Your Relationship Development Skills

Using and integrating soft skills and communications strategies into a complex relationship selling process.