87 Enrolled
1.5 Hours (On-Demand)
CPE Not Available
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This course explores the foundation of selling: creating and maintaining rapport.  Having rapport with your customers, subordinates and peers helps you sell any and all products.  (That includes selling your ideas!)  

In this course you learn why rapport is so important to shorten your sales cycle. We start by defining rapport, and then we show you how you can more easily gather the clues you will use to build rapport with your prospects and customers.  We show you the clues to use in your selling strategies for persuading others.  Once you can identify these clues, we show you how to use them in your sales strategies, to improve your results, and to make it easier to persuade others. 

This course serves as a foundational program for building the skills you need to sell more confidently and effectively. 

Learning Objectives

  • Discover why rapport is needed for sales
  • Identify the dimensions of behavior for persuasion
  • Identify clues on the dimensions of behavior
  • Explore strategies to use the clues to influence and persuade

14 Reviews (32 ratings)Reviews

4
Member's Profile
A good course that provides insight into building rapport in the business setting. It has a mix of examples that provide some key ways to gather clues on how to determine appropriate ways to persuade potential customers to purchase from your company. It offers good observations on building rapport with your customers. It also offers some good tips on preparation skills for negotiations.
4
Member's Profile
Really liked the course, but gave 4 stars because I think a matrix would have been helpful to remember categories. I plan to make my own, but it would have been good to get one from the course. Matrix should include things I can do to persuade person in each category of the matrix.
5
Anonymous Author
A great course in understanding someone else's behavior. It provides techniques and applications on how to build rapport and maintain good working relationship with others. Definitely worth the time even if it is a non-cpe course.
5
Member's Profile
The course went into detail about analyzing and matching others' behaviors in order to make them most comfortable and maximize rapport. Definitely helpful about for those seeking to gain others' trust in a sales setting.
5
Member's Profile
Each section was repetitive it does not need to go over the voices 3 separate times. Overall a very good training module.
5
Anonymous Author
Very insightful. Maura introduces me to things I have not learnt in this way before.
3
Member's Profile
Very basic and uses common sense on how to communicate with people.
4
Member's Profile
insightful course, interesting examples, useful in real life
5
Member's Profile
This was a well thought out and informative presentation!
5
Member's Profile
great marketing advice and tips. Love the class!
3
Member's Profile
This was a very hard CPE course
5
Member's Profile
very informative
4
Member's Profile
Useful points
4
Member's Profile
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Prerequisites

Course Complexity: Foundational

No advanced preparation or prerequisites are required for this course.

It is recommended, but not required to read Real-World Selling for Out-of-This-World Results pages 4-9, 64-65, 82-83, 99-100, 104-107, 130-131.

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 ext. 106, or send an e-mail to .
Course Syllabus
INTRODUCTION AND OVERVIEW
  1:45Introduction to Rapport and Persuasion
Rapport and Persuasion
  9:44Rapport and How It Relates to Persuasion
  12:49Dimensions of Behavior
  11:05Be Assertive and Be Prepared
  9:19Organizing and Gathering Clues: Responsiveness
  12:54Listening for Clues
CONCLUSION
  8:42Combining all of the Tools
Continuous Play
  1:05:03Rapport and Persuasion to Sell More and Shorten Your Sales Cycle
SUPPORTING MATERIALS
  PDFSlides: Rapport and Persuasion
  PDFRapport and Persuasion Glossary/Index
REVIEW and TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM