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.

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Program Length: One Half Day

Major Topics:

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

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

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

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