The Speed of Trust Workshop

The Speed of Trust- Shortening the Sales Cycle Workshop

Trust is the Foundation of All Selling! Do Business Faster with Less Costs!

Sales Reps make the false assumption that the prospect customer automatically trusts them and that they are trustworthy. The opposite is true- prospects consider all sales reps untrustworthy until proven trustworthy!

Trust is the foundation from which all business is conducted. The higher the trust, the lower the cost to do business and the faster it is done. The lower the trust, the slower the business and the more it costs. Trying to win business, getting higher engagement from employees, and even hiring begins with trust. The customer must first trust the sales rep before they can trust the organization and its offering.

Organizations that focus on adding value through building trust, do business faster with less costs. Their employees are happier and as well as their customers.

2 Challenges in today’s business environment:

  • Skepticism, not trust. Over the past 15 years the general public has become very skeptical, and trust is no longer accepted at the start of a relationship. Trust must be earned and is easily lost.
  • Risk is the main concern with buying decisions – will this offering truly fulfill all our expectations? Will this offering deliver the promised outcomes? What if it doesn’t? Will I lose my job, miss a promotion, or look poorly in the eyes of my peers? Isn’t paving all the same and price is the only difference?

The goal of this workshop is to:

1) Understand and develop tactics for building trust in the sales process

2) Address concerns/risk-based issues of the buyer and develop answers to how these can be used to build trust and shorten the sales cycle

The Speed of Trust workshop covers these topics:

  • Understanding the new norm – the skeptical buyer and being aware of assumptions that can harm the relationship – the Truths of Mistrust
  • Understanding the buyer’s mindset – Trust and Respect
  • Adapting to their perspective
  • Trust and Operant Conditioning – how to quickly build 4+ positive experiences in the sales process to overcome skepticism
  • Addressing concerns and risk related issues
  • Personal and small group exercises
  • Time 4 hours
  • Follow up – 4 bi-weekly 45-minute online sessions to discuss and reinforce the learning and application of the material – This can be done online or, if everyone is in Birmingham, then in person.
  • In preparation for the workshop, the team will read The Language of Trust – Selling Ideas in a World of Skeptics

 

 

 

Investment is $950 per person with a minimum of 4 people. For larger groups, a fixed fee can be arranged. All sales staff, including sales operations and sales leadership should participate.