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Relationship Selling

A word on Selling 2 – Relationship Selling from Ron Pollak

Relationship Selling

Every salesperson is different.  And so is every prospect and every customer. Every salesperson has a preferred style of selling.  Hopefully, that’s the style of selling that is effective with your prospects and your customers.  To be effective, consistently and in a range of situations, every salesperson needs a huge amount of self-awareness.  Self-awareness provides confidence.  Self-awareness provides flexibility.  Self-awareness supplies self-control and stress management.
DISC new 1

DiSC Behavioural Profiling

DiSC adds a dimension to the PAYBACK sales model as it helps develop different approaches to different selling situations. It will make a salesperson think of new ways to achieve their sales targets in fewer steps and as well as build stronger, longer-lasting relationships.

This is definitely a course designed for new and experienced sales people. It covers the essential sales skills and know-how to give each and every participant the confidence to be comfortable and successful in selling.

This course uses DiSC Behavioural Profiling as the starting point for improving the management of relationships.  You’ll receive your own, individualised profile report, a very full explanation of DiSC and how to use it to do a whole range of selling tasks that require a higher level of relationship skills.

You might ask, “Why DiSC?”  There are a number of reasons, but if I had to choose two it would be that it’s both insightful and readily useful as a guide in selling.

It’s insightful because it holds up a mirror for you to see yourself, your real self, as you sell.  It improves your selling because once you know DiSC you see your customers’ buying behaviours far more clearly and it’s easy to tailor your approach to more quickly build rapport, earn their trust and ask the questions you need that provide them with a win-win solution.

Building on the PAYBACK Model

Ron Pollak Training’s PAYBACK model is simple to learn, understand and follow.  For novice sales people the PAYBACK model simplifies selling into its components, making each step easy to follow to achieve business success.  For experienced salespeople, it’s like having a golf lesson from World Number #1 – Jason Day’s coach.  Yes, even world champions have coaches! The coach looks at, and suggests small adjustments to the basics of golf.

Learning Outcomes

In this course you will build upon the knowledge and skills learned in Selling Part 1. In particular, you will:

  • Understand DISC personality profiling and how it helps personalise your selling techniques.
  • Gain an advanced insight into asking your customers the right questions.
  • Appreciate the difference between rapport and trust.
  • Understand different relationships and mapping these to account management models.
  • Measure, monitor and assess relationships with your accounts—to protect them as they grow.
  • Build upon your networking skills.


  • Relationship Selling
  • Multiple Relationships
  • Developing a One-to-One Relationship
  • Developing B2B Relationships
  • Account Development Model
  • Sales Strategies for Developing New Relationships
  • The First Rule of Account Management
  • Account Management Models
  • Trust
  • What is Trust?
  • Your Investigations
  • The GLAD Technique
  • Customer Transitioning
  • Self-Awareness
  • Your Relationship with You
  • The Johari Window
  • Client Relationship Management Strategies
  • Review of Your DiSC Profile
  • People-Reading Guide – How To Use
  • Interpersonal Comfort
  • Sales Adaptability & Relationships
  • What Happens Under Pressure?
  • Ron Pollak Training’s PAYBACK
  • The Sales Cycle and DISC
  • Sales Action Plan
  • Sales Strategies Summary
  • Client Relationship Strategy & Protecting Your Accounts
  • Account Profile
  • Protecting Your Account
  • Establishing and Maintaining a Business Network
  • What is networking?
  • Why network?
  • How to Network
  • Tips on Being an Effective Network “Hub”
  • Finding Time to Develop Relationships
  • The Four D’s for Effective Prioritisation