Date and Time
Tuesday Mar 10, 2020
7:30 AM - 9:00 AM CDT
7:30 AM Coffee & Light Breakfast
8:00 - 9:00 AM Workshop
Location
Conference Room A
Aurora Regional Chamber of Commerce
43 W. Galena Blvd, Aurora IL
Fees/Admission
$15 - Members & Guests
Description
Facilitated by Shawn Green, PhD, Aurora University
In this workshop, you will learn how to:
> Anticipate and plan how to respond to buyers’ concerns and expectations
> Open sales calls in a way that communicates your intent
> Build credibility throughout the sales process
> Utilize four specific actions that promote development of trust in a buyer-seller relationship
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2020 Sales Sessions - Save the Dates!
March 10, May 12, July 14, September 15, November 10
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Prospects and customers will not buy from a salesperson who they believe does not have their best interests in mind. Nor will customers willingly share important information about their problems, needs, or goals unless they believe the salesperson has the intent and ability to help them.
First and foremost, creating a trusting relationship requires both a mindset and a set of actions. As a mindset, a salesperson must truly believe that his/her job is to help the customer solve their problem versus just making a sale.
In addition to having the right mindset, trusted advisors know how to demonstrate their sincere interest in helping the customer. The discipline of relationship selling is knowing how to show empathy, how to demonstrate credibility and competence, and how to anticipate customers’ concerns.
It is this mindset and set of actions that a salesperson must have to approach the sales process with authenticity, passion, and positive intent. Relationship selling is about who you are and what you do, and is communicated by actions focused on the customer and their needs.
In this session we will explore how to establish trust which will lay the groundwork for a problem-solving sales relationship with your customer.
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About Bob Parks:
Bob Parks, MBA, is co-founder and Senior Partner of the international training and consulting firm, Strategic Enhancement Group. Since 1984, SEG has worked with clients in 38 states and 30 countries. Bob has over fifty years of experience in business, holding sales, sales management, executive management and board of directors positions with three international companies.
Learn more at: https://www.strategicenhancement.com
