How to Leverage Trust and Give Customers What They Want
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.
Who this course is for:
- Anyone interested in Accounting, Finance, Sales, Building Client Relationship, or related fields.
Instructors
![Illumeo Learning](data:image/svg+xml,%3Csvg xmlns="http://www.w3.org/2000/svg" viewBox="0 0 64 64"%3E%3C/svg%3E){kind=avatar}
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- 323 Courses
Illumeo, incorporated in 2009, is revolutionizing the hide-bound world of corporate learning. Illumeo works with corporate professionals and organizations of all sizes to build the skills and capabilities that help everyone be an expert at their job.
Based in Silicon Valley, CA, Illumeo serves thousands of corporations and corporate professionals across Finance, Accounting, Human Resources, Sales and Marketing. The platform offers assessments, industry-benchmarked competency analyses, hundreds of expert-developed courses, collaborative tools, and the ability for companies to self-publish internal courses that promote institutional knowledge retention and dissemination.
Illumeo is the place for expertise management and we are dedicated to the proposition that everyone can be an expert at their job.
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Jeff Beals shows you how to find better prospects, close more deals and capture greater market share. He is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant who is known for his thought-provoking writing and entertaining presentations. He shows you how to streamline your sales process, stand out in a competitive environment and increase your sales velocity. Jeff delivers keynote speeches, sales workshops, and interactive webinars for companies and associations worldwide.