Webcast! Growing Your Business Through Trusted Relationships: The Trust Selling Cycle - Step 1- Making the Initial Contact (Session 5) (17W108)
REGISTRATION STATUS:
OPEN
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Monday, December 14, 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:
Traditional sales funnels follow a linear flow with all activities, measurement and targets aimed at a major event – the close. The Trust Selling Cycle presents trust as a non-linear process and sets it's destination at creating client trust instead of strictly getting a sale. This session incorporates all of the concepts from the first four sessions and provides a roadmap through each step of the selling process to build client trust. It is the last session of a five-webcast series designed to help service professionals in relationship-oriented selling environments attract and retain loyal clients through trusting relationships.
Objectives:
- Learn the stages of the Trust Selling Cycle which include research, discovery, outcome building, commitment and value compliance
- Understand specific techniques during each stage, including what to say on the initial contact with a prospective client and the keys to a successful first appointment
Major Topics:
- The Trust Selling Cycle as a model or trust roadmap to build client trust over the course of a relationship for higher revenues and profits
- Helping sellers develop a way to have high integrity sales conversations that lead to loyal clients
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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