Trust Centered Selling: How to
Attract and Retain Loyal Clients
through Trusting Relationships
The paradox in selling is that the harder we try to make the sale our goal,
the more we come across as untrustworthy. Instead, if we make trust our
objective, we'll achieve success in selling. This course helps sellers of
complex or relationship-based services build trusting relationships with RECOMMENDED CPE:
their clients. In a highly interactive, hands-on session, participants learn 8
the factors effecting trust and principles that will help them achieve higher
profitability and higher revenues. PREREQUISITE:
None
OBJECTIVES
Upon completion of this course, participants will be able to:
• Learn the components that underpin trust between buyers and
EVENT ID:
sellers and practical ways to build trusting relationships TCS
• Understand why trust is the most important factor in long-term
sales results COURSE LEVEL:
• Create value for clients Basic
• Listen and ask questions to enhance trust and differentiate
ourselves FIELD OF STUDY:
• Be able to track and measure progress in our sales activity Marketing
HIGHLIGHTS BLI CURRICULUM:
• Intellectually challenging models, paradoxes and stories Communication Skills
• Role-playing-both realistic and real-world examples
• Customized cases about relationship management AUTHOR:
• The Financial Impact of Trust - why trust is critical to enduring Mark Slatin
sales results
• The Trust Equation -what are the components of trust and how
can we apply them to build trust with clients VENDOR:
• Defining client value and how you can create it Business Learning Institute, Inc.
• The 5 Stages of The Trust Roadmap - ways we can track and
measure the path to trust
• The Red Velvet Rope Policy - how to refine your marketing
efforts to align with your strengths
DESIGNED FOR
Anyone who sells complex products or services in a relationship context,
including includes insurance, real estate, distribution, manufacturing,
supplies, financial, accounting, legal, healthcare and pharmaceutical, IT
services and other areas
For information regarding on-site training, email aicpalearning@aicpa.org,
call 800.634.6780 (Option 1), or visit aicpalearning.org.