Sales Focus Trust Based Selling
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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.
Duration: 11 Accelerated Modules
Total Video Length - 3 hours 40 minutes
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
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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