From Salesperson to Trusted Partner
How to Stop Selling and Start Helping Customers Buy
No one likes a sales pitch. When salespeople are too focused on selling, important information is often missed, resistance increases and trust is lost. Where salespeople talk about their products, Trusted Partners identify problems and offer solutions. Every interaction is an opportunity to learn your customers’ needs and add value.
In this workshop, participants learn to align their interests with their customer’s and conduct professional sales conversations that include listening both to what is said and not said. The primary causes of customer pushback are explored with strategies for both preventing objections and effectively managing them if they arise. In this way, sales occur as the natural result of high-trust relationships and satisfying real needs.
You will learn how to:
- Build strong client relationships and manage them over the long term
- Conduct a question-based dialog to uncover customers’ real needs
- Concisely articulate your company’s unique value proposition
- Move from “features and benefits” to a commercially valuable conversation
- Pre-empt and gracefully manage objections
- Use the power of storytelling to drive sales
