Establishing Credibility and Trust: Listening

This program will offer suggestions for deliberately building trust, rapport and confidence with prospects and customers. Why it is important to ask good questions and let the prospect do most of the talking will also be addressed.

Program Length: One Half Day

Major Topics:

• Four Elements of Trust
• Pacing Skills
• The Problem of Explaining too Much
• Avoiding Challenging Statements
• Active Listening

Benefits To The Organization:

• Builds trustworthy reputation with prospects
• Enhances respect in the industry
• Enhances sales productivity

Benefits To The Individual:

• Ability to gain confidence of decision makers quickly
• Encourages prospects to provide more information
• Enhances client relationships
• Increases sales

Also offered as an online self-paced course:

Establishing Credibility and Trust for Sales

Decisions to choose a vendor or supplier require all the people who come in contact with the client to establish some level of credibility and trust. Establishing positive credibility and trust allows sales people a better opportunity to create longer term business relationships. This course will discuss what you can do to intentionally build trust and confidence with your clients.

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Participant Comments

"This program provided some great tips for establishing rapport quickly. I use them all the time."

"I have occasionally had a hard time getting prospects to open up to me. Now I can adapt my approach to better understand their needs."

"Great program."

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