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Breakthrough and take your team to the next level by providing them with training that will help them create mutual respect between them and their prospects.
In sales, especially inside sales, establishing rapport and mutual respect between a potential client and the sales rep is often taken for granted or considered natural instinct. The reality is quite different. Reps often put their prospects and clients so high on a pedestal that they are afraid to ask important questions for fear of “losing the deal”. In turn, this slows down sales cycles, affects accurate forecasting, and allows prospects to ghost or go dark on you.
We train your sales team on how to create a mutual level of respect while avoiding falling into a parent/child relationship where they feel weak and intimidated. We improve their courage and confidence so they know how to earn the right to ask questions.
It is essential to teach sales associates how to quickly gain the trust and respect of potential clients so that they may be able to ask the difficult questions related to budgets, expansions, pains, and concerns. However, the first two minutes of meeting someone will determine the relationship status from an adult: adult or child: adult.
Through the Respect Contract Training Course, the Harris Consulting Group discusses common missteps that sales associates often fall into and trains associates to have the confidence and set up the authority to ask anything from the clients. The goal is to remove the awkward sales associate and customer anxiety in the first sales calls so that a meaningful first conversation can progress and determine if the business discussion should continue.