This session will make clear the role trust plays in selling success and how to fulfill the “trust expectation.” The four competencies to gaining trust in any sales situation are clearly laid out. Actionable steps are given that will enable anyone to build the kind of relationship that overcomes price objections, closes deals and grows revenues faster.

The intent of this session is to take salespeople to the next level of selling; to get them out of the trap of selling for the "commission" and to become a partner to their customers. This will accelerate people past the need for intense communication skill development and move them to the deeper and more productive level of understanding how to build a relationship instead of making an impression.

Outline:

• The trust expectation

• Why it is critical to close

• Why it is central to overcoming price

• Motivation is the key

• What does the customer mean to you?

• Four keys to trust

• Stages of trust

• Your view of trust

• Why you can't fake-it

• Your mistaken view

• The client's real view

• Steps to take to build it

• Cultivating trust in a group decision

• Repairing trust

• Getting others to honor trust

• How to make it part of your sales habits

• How to cope with a client who breaks trust

When organizations use this topic:
When the sales cycle is longer than it should be. When salespeople's closing -rate is low. When customers tend to easily switch to competitors. When prospects put too much stock in price and not enough in the relationship. When even the people in your own organization perceive your salespeople are in the business of doing it to them instead of for them.

Time Frames:
Keynote: 45 to 90 minutes

Workshop 1.5 to 3 hours

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