Welcome to the Client Success Course. During this video series we’re going to help you break unproductive sales habits and put a more powerful system in place. We recommend focusing on one lesson per week, but you’re welcome to go faster. This training will help you to make the most of your organization’s investment and maximize sales opportunities.
Lessons
Bonding And Rapport
- Introduction: Bonding & Rapport
- Building And Maintaining The Relationship
- Build Rapport Through Connect Questions
- Engaging the Prospect
- Creating A Comfortable Business Environment
- Dynamics Of Interaction
- The Psychological Stroke Counter
- Dynamics Of Communication
- Primary Sensory Dominance (PSD)
- The DISC Behavioral Model
- Active Listening
- Lessons Learned
Questioning Strategies
- Introduction: Questioning Strategies
- Improving Your Communication
- Why Do People Smoke-Screen Their Intentions?
- Exposing The Real Issues
- Dummy Curve
- Reversing Strategies
- Questions You Can Use
- Negative Reversing
- Dealing with Stalls, Objections and Evasive Answers
- Dealing with Wishy-Washy Words
- Lessons Learned