Relationship Selling Essentials: Best Practices for Career Success

Learn how to build relationships and become a trusted advisor to reach your sales goals. You will learn:  

• How to build relationships and build rapport through “Know, Like and Trust” strategies” with potential buyers.  
• Generate a consistent flow of business.  
• Develop a winning strategy of business.  
• Have a system for sales that generates predictable results. 

Larry Kendall, MBA, Author of Ninja Selling, College of Business Administration Alumnus 

Larry Kendall holds a master’s degree in business administration from Kansas State University and has practiced real estate for 50 years. He is one of the founding partners and chairman emeritus of The Group, Inc., a Colorado real estate company with 300 sales partners in 7 offices in Colorado.

The Group, Inc. was recognized by both Real Trends and REALTOR Magazine as the most productive real estate company in the United States in terms of transactions and dollar volume per associate.

Kendall is the author of Ninja Selling, a sales training system with over 100,000 graduates in eight countries. He has taught for 10 years in the real estate program at the Colorado State University College of Business and is 2006 Colorado Realtor of the Year.

His book, Ninja Selling, was released in 2017 and became both an Amazon best seller and the #1 new release in its first week. It received the Axiom Business Book Awards Gold Medal as the best new sales book for 2018. In 2020, Ninja Selling was voted by Inman News readers as the best sales book for the real estate industry. It is rated in the top 20 books on Amazon in the category of “sales and selling.”

In 2020, Kendall was inducted into the Colorado Business Hall of Fame.

Kendall’s mission is to help people and their organizations go from the life they have to the life they dream about.

Additional Instructors

• Dawn Deeter, Ph.D., professor, College of Business Administration, National Strategic Selling Institute Director
• Thomas Clark, M.S., instructor, College of Business Administration

In this powerful, one-day course, you will develop the three keys to success in sales and in life: Your Mindset, Your Skillset, and Your Actions.  

Mindset Lesson 1:  

• The Winning Business Strategy (Wharton School of Business study) 
• Why do we exist – other than making money? 
• Your brain and belief system 
• Players and Victims 
• Focus & controlling your emotional energy. 
• Learning to run your three brains. 
• Mastering your reticular activating system 

Mindset Lesson 2: 

• The power of your “Vibe” and getting it right 
• Finding your “Why” 
• Programing your non-conscious for success 
• Your Net Forward Energy Ratio 
• Your mind-body connection 

Skillset Lesson 3 

• Stop Selling!  Start Solving! 
• People pay money for two things 
• The Socratic Method 
• FORD = Life (Core Values) 
• The three levels of communication  
• The Five Laws of Success 
• Survey of Buying Decisions 
• Your Value Proposition 
• Building Your Brand 
• Service versus Hospitality 

Skillset Lesson 4 

• Connect and Communicate 
• The Traditional Sales Process  
• The 4-Step Ninja Consultation  
• The Question Sequence 
• Diagnostic Questions 

Skillset Lesson 5 

• Identifying the Buying Team 
• Five Magic Questions 
• Building Rapport – 5 Keys 
• How people decide – balanced brain decision making 
• Solution Questions & the practice contract  

 Actions Lesson 6 

• Nine Success Habits that build relationships and generate business. 
• The science behind FORD interviews 
• The Law of Precession 
• Your Business Tracker (Pipeline) 
• The PIE System for increasing your income per hour 
• Living on Purpose in 5G