Objective:

To provide salespeople a specific method of how to build and maintain credibility, trust and rapport with top decision-makers and executives quickly. To practice these techniques so they become proficient with them.

Anticipated Outcomes/Benefits:

Participants will learn a proven method for building credibility, trust and rapport quickly with high-level decision makers and executives. Customers prefer buying from people whom they trust and feel comfortable with. This module will teach salespeople how to build trust and rapport deliberately. It will help them shorten the sales cycle in opening new accounts.

Overview:

This module will talk about what sales-greats do to deliberately build trust, rapport, and confidence with their prospects and customers. Techniques from these sales greats called “Pacing,” will be studied, and modeled.

Participants will learn how they can control the emotional climate. They also learn that they may be explaining about their company too early when they meet new prospects. They will learn why it is important to ask good questions and let the prospect do most of the talking. Some people also will learn that they may actually challenge their prospects unconsciously, which produces low rapport.

This module will explore these problem areas, and offer a proven method for getting on common ground to build credibility, trust and rapport immediately (Pacing).

Teaching Method:

This module begins with a group discussion of the characteristics used by superior salespeople to build credibility, trust and rapport. The facilitator will identify and model four proven techniques that sales greats use to control the emotional climate and get on common ground with prospects. The importance of listening will be discussed.

Techniques to Listen Actively will be reviewed and practiced. The class will then split into smaller groups to practice these techniques. There will several practice sessions followed by six (6) short practice role-plays.

Format:

1/2 day custom in-house workshop + online webinar + e-learning module

Module Outline:

• Introduction
• Objective/Benefit Statement
• Overview
• Controlling the Emotional Climate through Pacing
• Four Elements of Trust F. Pacing Techniques to Get on Common Ground
• Practice Sessions for Developing Trust and Rapport
• The Problem of Explaining Too Much
• Avoiding Challenging Statements
• Active Listening
• The Personal Listening Profile
• 3 Practice Sessions
• 6 Short Role-plays
• Personal Action Plan
• Knowledge Assessment