Trust is the cornerstone of relationship-based selling. But how do you create trust with buyers who haven’t done business with you before? Or buyers who suspect your motives? How do you create opportunities to show that you’re worthy of a buyer’s trust – and avoid pitfalls that might be undermining your buyer’s willingness to believe in you? This Quick Take package offers the latest insights from one of the hottest areas of psychological research: establishing and maintaining trust.
The videos included in this package are:
Communication: How Prospects First Decide Whether to Trust You
In prospecting, the first and biggest challenge that every salesperson faces is getting people to pay attention. Prospects seem to have a bulletproof armor that deflects even the most compelling sales propositions. In this Quick Take, you will learn the concept of “buying schema” – a key reason why prospects tune out your message, when it’s a good idea not to meet buyers’ expectations and how to get buyers to really listen to what you’re saying.
Relationship Building: Trust and Expectations
Did you know that only about one in four business calls result in a live conversation. Nearly all the rest go into voice mail. Given those statistics, it’s pretty clear that every salesperson who prospects by phone needs a strategy for voice mail. In this Quick Take, you will learn what you’re really selling in your voice mail message (it isn’t your product or your service), why the best messages intentionally leave out critical information and three rules that will make your voice mail messages more effective.
Building Relationships: Establishing Trust With Relational GPS
Nearly every product or service carries some risk. Some of them you must disclose. And even when disclosure isn’t required, it’s usually a good idea, since nothing gets a vendor fired faster than a nasty surprise. But there’s another good reason to talk about risk. Recent research suggests that revealing risk can actually improve your odds of getting the sale – depending on when you do it.
Critical Insights: Become a "Challenger" to Win Buyers' Trust
Many salespeople face the same problem: a buyer who’s holding back – and isn’t willing to tell the salesperson why. In this Quick Take, you will learn the most common and powerful reason buyers hold back critical information, what buyers are risking when they reveal their true motivations, and a 4-step “conversational roadmap” that can get help you get buyers to be straight with you.
Avoiding the "Yes Trap": Building Trust with Prospects and Customers
There are lots of times when customers are dead wrong. If it doesn’t affect your sale, of course, you can decide whether to set them straight or not. But sometimes you have no choice. If a customer’s ignorance interferes with your ability to sell, how do you enlighten them? In this QT you will learn the best way to communicate hard truths to buyers, how to present evidence in a way that’s less likely to lead to a debate, and why we communicate better when we speak in the brain’s “native language.”
The Value of Small Promises: Earning the 'Fairness Premium'
Some buyers are dissatisfied with the status quo, see an opportunity to improve on it, and want to act right now. Others are less committed. Sure, they’re interested. But they’re not convinced that they need to make a change, much less choose your solution. As salespeople our instinct is to persuade them. To give them hard facts about how our product or service has helped others. To show them what they’re risking if they don’t buy. Or to paint a vivid picture of how they’ll benefit from what we offer. But is that the best approach? Maybe not. In this Quick Take, you will learn two techniques that can help prospects persuade themselves to buy from you, why these techniques have such psychological power, and how to deploy them in real sales situations.
Building Relationships: Your Relational Checklist
You’ve laid all the groundwork, and you’re so near a deal it hurts. You just need a little extra oomph to get your prospect over the finish line. There’s a technique that can help you get the yes that you’re seeking: using “tag questions.” Research suggests that tag questions can be a powerful technique to help you win agreement from a buyer. But they can also work against you. It all depends on when and how you use them. In this Quick Take, you will learn when tag questions work, when they don’t, and when and how you can use them to get buyers to take the next step.
Concessions: How They Can Destroy - or Enhance - Your Credibility
When prospects buy into your sales proposals – when they start using language like “mine” and “ours” instead of “you” and “yours” – you know you’re well on your way to winning the sale. But how do you get buyers there? What makes them take psychological ownership of the solutions you recommend? In this Quick Take, you will learn the power of psychological ownership, and its effect on perceived value and loyalty, the critical element that creates a sense of ownership, and how to incorporate that element into your sales process.
This package includesFor each of the Micro-Training videos, you'll also get:
Prove that the learner(s) understand the concept and increase knowledge retention.Discussion Guide
Facilitate a discussion, connecting the concept to your unique challenges.Summary Sheet
Revisit the concept as follow-up or in the moment-of-need.
How do you use this?Multi-video packages are for companies that want to take a deep dive into a single skill area. Each package contains several carefully chosen videos that create an extended learning path. Devoting two to three months to exploring a topic from multiple angles results in more sustained engagement in training, better knowledge retention, and more effective deployment on the job. To kick start Micro-Meetings
Micro-training makes it easy for managers to facilitate meetings where teams develop shared vocabulary and benefit from peer learning.To kick start one-on-one coaching
Micro-training is extremely tactical and it’s a great tool to help managers frame very specific, skill-based coaching interactions.As self-directed learning
Micro-videos are a solution to a specific skill challenge. For example: “How to handle an employee who has a bad attitude,” or “How to handle a price objection.” You have a question. You find the right micro-video. You watch it on your own. You deploy the skill on the job.