Relationship Building

While the next seminars will focus on the business side of the sale, in this soft introduction to the program, we will focus on the human side of the sale. As explained in Dr. Bizzi’s book, evidence shows that if buyers do not like you or the interaction with you, they are not going to listen to anything you say, and even if you have a strong argument in support of your product, you won’t be able to sell. However, if buyers like you or the interaction with you, it does not mean they will purchase. They will only give more attention to what you say so that you can skillfully leverage your sales conversation and close the deal. Buyers want a reliable business partner, someone with expertise, professionalism, and trustworthiness. They want someone who exudes confidence and who can keep their word. This seminar will help you understand how to craft an impeccable sales experience to help you forge a strong rapport with buyers. You will work in teams to apply the concepts examined in the specific context of your business and industry. You will give feedback to one another, discuss possible solutions with the whole class, and understand how to concretely change your behaviors.

More specifically, we will discuss:

- How do you lead discovery conversations?
- Which questions should you ask clients?
- How do you make strong first impressions?
- How do you display professionalism?
- How do you demonstrate expertise?
- How can you establish trustworthiness?
- Which influence tactics are most effective?
- How do you leverage emotional intelligence?
- How can you effectively display care towards customers?
- How do you actively listen?
- How should you interpret clients’ responses and behaviors?
- How can you leverage storytelling?
- How can you communicate more effectively?

By the end of the seminar, you will acquire not a set of generic ideas but a set of concrete sentences, actions, and behaviors that help develop professionalism, build trust, and reinforce the relationships with buyers.