Requirements

• No prerequisite knowledge or additional applications are required

Description

Trust-based selling, pointedly, is not about closing, being assertive, or attempting to meet a client’s every need. You will learn how to build trust, listen, understand wants and needs, and approach customers in an open, transparent way.

Course Design:

These are accelerated learning modules packed with knowledge and experience. This programme is typically a three day in classroom event that you can now learn in just 3.5 hours.

This course is designed for:

This programme has core skills for business people, salespeople and professional service providers where longer-term business associations are vital to the growth of the business or practice. It guides you through the most respectful selling process, where buyers engage with you out of respect and your interest in them and discovering if you can assist them. A sales process that does not feel like selling - it's more about building a relationship.

If developing your skills to improve your sales responsibility and career development is important, this is a must-do programme.

Course Content

01 – What is Trust-Based Selling

You will learn:

- Understanding the trust definition of trust-based selling

- Why it is considered a high-level, more sophisticated sales process than most others

- The four components of Trust

- Being genuine, transparent and curious

- A heightened focus on the client

02 - Building Rapport

You will learn:

- Removing the myths of building rapport

- Building genuine rapport through Neurolinguistics (NLP)

- Building trust

03 - Personality Styles in Decision-Making

You will learn:

- Identifying the four behavioural styles through personalities

- How to sell to each different style

- What stops people from purchasing from you

04 - VAK Communication Styles

You will learn:

- Understanding people's preferred methods of taking in information and buying

- Avoiding the barriers that stop your customer buying your product/service

- Avoiding miscommunication with your prospects and customers

05 - Networking And Lead Generation That Works

You will learn:

- Why in-person networking remains one of the most productive methods for establishing connections

- Building relationships and connections

- Generating leads by attending events

- Pre-event preparation

- Keys to successfully approaching people you do not know

- Event follow-up and maintaining contact

06 - Trust-Based Selling Outreach - Building Connections and Prospects

You will learn:

- The importance of building connections

- Understanding how outreach works

- Three important outreach methods to use

- How to craft powerful content for outreach

- Using tools to increase your outreach efforts

- How to fill your sales pipeline with connections

07 - Trust-Based Selling Sales Process

You will learn:

- Why trust-based selling requires a sales process

- Steps of the sales process

- Understanding the importance of performance ratios within each step of the process

08 - Opening Conversations and Needs Analysis

You will learn:

- How to open conversations in your first meeting

- Building trust and gaining transparency from prospects

- Using your curiosity to engage in quality conversations

- Understanding the questioning methodology for a needs analysis

- Managing the methodology of the needs analysis to increase the engagement between everyone in the meeting

- Discovering the prospect's real needs to understand if there is a mutually good opportunity

09 - Presentations, Propositions and Proposals

You will learn:

- The implications of a well-done needs analysis

- Understanding how presentations are done differently in trust-based selling

- The value of opinions vs. recommendations

- Navigating the way with propositions

- Transitioning to proposals

- Understanding buyer motivations in maximise holding price

- Offsetting competitors from winning your deal

- Preparation for writing proposals.

10 - How Trust-Based Sellers Write Successful Proposals

You will learn:

- The golden rules of writing trust-based proposals

- Why trust-based selling proposals have a high closing ratio

- Guidelines to writing proposals

- Fourteen important inclusions in proposals

- Content you should avoid including in proposals

11 - Winning and Losing Sales With Trust-Based Selling

You will learn:

- Why traditional objection and closing tactics do not work in trust-based selling

- Understanding the psychology of securing a trust-based sale after presenting a proposal

- Why sellers lose sales

- Summarising the keys of trust-based selling

Who this course is for:

• Business-to-business (B2B) or Professional Services selling. This course is suitable for new or experienced sellers looking for a sales methodology that shows respect and concern for prospects needs and requirements