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Do trust-based relationships still drive customer loyalty?

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63% of people would rather have a salesperson they “completely trusted” than one that gave the “best price. Join this webinar to learn more

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Has the art of sales really changed?

Selling in today’s complex and volatile world is brutal, with competition getting tougher and the market getting smaller. The advantage you had yesterday may be gone today. Additionally, customers, who have become more informed, have higher expectations, and greater power through their ability to share their experiences with the world and learn from others via the Internet and social media.

Whilst the past 12 months may have seen the way we approach selling alter drastically, the fundamentals of effective selling and the hallmarks of a good sales person remain the same – 1) understand a prospect’s wants and needs, 2) suggest the best solution, and 3) achieve a win-win outcome for all stakeholders.

Unsuccessful sales people focus on trying to get the sale at any cost by trying to figure out what to say or do to get the prospect to buy. Successful sales people know that when they try honestly to see things from the prospect’s point of view, that they can provide accurate insight and a unique solution. Successful salespeople are constantly focused on building a mutually-beneficial relationship, not just one sale.

With a legacy of success in this field that spans the globe and dates back over 100 years, at Dale Carnegie we believe that effective selling requires productive relationships built on reciprocal trust. This comes from established credibility and a mutual understanding of value. These relationships happen when the seller can demonstrate a genuine comprehension of the client’s world—their real needs—based on asking powerful questions and listening skills that identify opportunities and challenges, and uncover unknown or unexpressed requirements. In an environment where the seller can’t always win on price or rely on in-person charisma, it’s important to be focused on the real customer wants and needs that will ensure mutual success.

This 90 minute webinar, has therefore been specifically designed to demonstrate how the fundamentals of strong relationship selling can be related to any platform or medium for commerce. In this session we will:

  • Examine the latest research in what drives customer loyalty
  • Discuss the importance of attitude and mindset in winning business
  • Understand the role trust plays in successful selling
  • Review the foundations of Dale Carnegie's Sales Model

Register your interest in attending now.

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