Sales Focus Trust Based Selling

Duration: 11 Accelerated Modules

Total Video Length - 3 hours 40 minutes

Course Content

Participants Worldwide
1600

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

Duration – 11.58

02

Building Rapport

You will learn: 

– Removing the myths of building rapport 

– Building genuine rapport through Neuro linguistics (NLP) 

– Building trust

Duration – 24.57

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

Duration – 20.27

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

Duration – 14.11

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

Duration – 23.49

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

Duration – 14.57

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

Duration – 11.36

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.

Duration – 22.58

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 to maximise holding price 

– Offsetting competitors from winning your deal 

– Preparation for writing proposals

Duration – 21.35

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

Duration – 26.10

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

Duration -12.15

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