Webcast! Growing Your Business Through Trusted Relationships: "Listening to Build Trust " (Session 4) (17W107)
REGISTRATION STATUS:
OPEN
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Monday, December 07, 2009
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12:00pm - 1:00pm (Eastern Time)
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Online Webcast, Internet
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1 Communications
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Webcast
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Business Learning Institute
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Mark Slatin
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Communications
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Basic
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$59 MACPA Members, $75 Non-Members
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($16)
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Click here to add this event to your electronic calendar (then click OPEN when prompted).
Description:
"Seek first to understand, then to be understood." It's easier said than done. According to one Harvard Business School study, failure to listen or follow directions was the number one reason of seller mistakes according to buyers. In this course, you will learn the traps we fall into as listeners and the roadblocks to effective listening. This is the fourth of a five-webcast series designed to help service professionals in relationship-oriented selling environments to attract and retain loyal clients through trusting relationships.
Objectives:
- Learn the barriers to effective listening that block new business development efforts and erode trust
- Review a 5-step method to effective listening
- Compare traditional listening and questioning methods
- Understand the two most common pitfalls of sales conversations
- Recognize the triggers that elevate listening from active to intuitive, to build trust and accelerate the buying process
Major Topics:
- The counter-intuitive way to listen and ask questions that open the dialogue for potential solutions previously not considered by the client
Who Should Attend:
Anyone who sells complex products or services in a relationship context, including insurance, real estate, distribution, manufacturing, supplies, financial, accounting, legal, healthcare, pharmaceutical, IT services and other areas
Prerequisite:
None
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