What you'll learn
Identify four ways to determine exactly what prospective clients value even when they don't tell you.
Identify eight typical concerns a customer might have during the purchasing process.
Explore probing questions that get below the surface of what customers actually tell you about their needs.
Discover the four rungs on the trusting relationship ladder.
Discover the five steps to developing trust quickly.
Requirements
No advanced preparation or prerequisites are required for this course.
Description
Today's selling environment is both uniquely challenging and full of opportunities to succeed.
To succeed, you must build strong relationships, though it can seem that customers are less interested in having long term relationships with their salespeople. Some people even say that relationship selling is dead.
To the contrary, relationships are still key to sales success. Strong relationships are built on a foundation of trust, of uncovering what customers find valuable, and delivering value.
This course shows you how to win by uncovering value, overcoming customer concerns, and giving customers what they want and need. When you do this you build trusting, enduring relationships.
Overview
Section 1: Introduction
Lecture 1 Introduction to How to Leverage Trust and Uncover Value to Build Stronger Re.
Lecture 2 Value and 8 Key Concerns
Lecture 3 Your Client's Unique Value
Lecture 4 TRUST
Lecture 5 Sticking to Your Word and Setting aside Ego for the Greater Good
Section 2: Supporting Materials
Lecture 6 Slides: How to Leverage Trust and Uncover Value to Build Stronger Relationships
Lecture 7 How to Leverage Trust and Uncover Value to Build Stronger Relationships in Sales
Section 3: Review and Test
Anyone interested in Accounting, Finance, Sales, Building Client Relationship, or related fields.


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