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. 

Learning Objectives
  • 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
Last updated/reviewed: March 14, 2024
1 Review (1 rating)

Reviews

5
Anonymous Author
Jeff's a very clear speaker and carefully presents this information in an easy to understand manner.

Prerequisites
Course Complexity: Foundational

No advanced preparation or prerequisites are required for this course.

Education Provider Information
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Instructor for this course
Course Syllabus
Introduction and Overview
  Introduction to How to Leverage Trust and Uncover Value to Build Stronger Relationships in Sales7:20
Value
  Value and 8 Key Concerns 4:00
  Your Client's Unique Value 15:10
Trust
  TRUST16:48
CONCLUSION
  Sticking to Your Word and Setting aside Ego for the Greater Good.6:09
Continuous Play
  How to Leverage Trust and Uncover Value to Build Stronger Relationships in Sales 49:27
SUPPORTING MATERIALS
  Slides: How to Leverage Trust and Uncover Value to Build Stronger Relationships in SalesPDF
  How to Leverage Trust and Uncover Value to Build Stronger Relationships in Sales Glossary/IndexPDF
REVIEW and TEST
  REVIEW QUESTIONSquiz
 FINAL EXAMexam