This program will discuss what sales-greats do to deliberately build trust, rapport, and confidence with their prospects and customers. Techniques from these sales greats called "pacing", will be studied and modeled. Participants will learn how they can control the emotional climate. They also learn that they may be explaining about their products and services too early when they meet new prospects. They will learn why it is important to ask good questions and let the prospect do most of the talking. Some people also will learn that they may actually challenge their prospects unconsciously, which produces low rapport. This program will explore these problem areas, and offer a proven method for getting on common ground to build credibility, trust and rapport immediately.
Our Live Online Establishing Credibility and Trust Course provides comprehensive training requiring no travel or lengthy time away from the job. This provides maximum learning with minimum schedule impact.
Printable Version - To print a one page description of this course.
Program Length: 90 Minutes
Major Topics:
- Four Elements of Trust
- Controlling the Emotional Climate through Pacing
- 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
FREE Product Preview of our Online Self-Paced Courses: