Instructor for this course
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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: August 12, 2017

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 .
Course Syllabus
Introduction and Overview
  7:20Introduction to How to Leverage Trust and Uncover Value to Build Stronger Relationships in Sales
Value
  4:00Value and 8 Key Concerns
  15:10Your Client's Unique Value
Trust
  16:48TRUST
CONCLUSION
  6:09Sticking to Your Word and Setting aside Ego for the Greater Good.
Continuous Play
  49:27How to Leverage Trust and Uncover Value to Build Stronger Relationships in Sales
SUPPORTING MATERIALS
  PDFSlides: How to Leverage Trust and Uncover Value to Build Stronger Relationships in Sales
  PDFHow to Leverage Trust and Uncover Value to Build Stronger Relationships in Sales Glossary/Index
REVIEW and TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM