Smarter Selling: How to grow sales by building trusted relationships

The secret is that by switching your focus from the hard sell to building trust and adding value, you will end up not only with better meetings and more satisfied buyers, but more sales as well.

The Academy of Trust offers online, interactive, self-paced learning, supported by coaching calls with Keith and The Academy of Trust team. The approach allows one to become more human, more holistic, and more creative in any engagement, not just business. The six-week duration of the course allows one to practice and repeat until a greater degree of comfort is established with this new way. I would highly recommend The Client Magnet. Deep, smart wisdom is translated into a high-impact, practical toolkit that changes the way you engage in every interaction. This approach has become part of our business DNA and has resulted not only in repeat business, but also more in-depth work.

The skills you learn during the course are highly practical and easy to adopt in day-to-day scenarios. Despite this being an online course, Keith presents the materials in a highly interactive way and the group calls are awesome. This course allows you to learn from others all around the world, which is priceless. Keith has co-developed the only relationship building and selling skills program that has helped me sell. I feel the skills I learned allowed me to build the relationships that saw me hit my numbers last year.

For those of you who want to impress your clients, Keith can coach you on how to do so with integrity, honesty, creative lateral thinking, pragmatic support and humility.

One of the best coaches I have ever had the pleasure of working with. We have been working with Keith for close to three years now as part of our drive as a business to become closer and more valuable to our clients. In order to do this, it is critical that our team build the skills and confidence to have broad business conversations at all levels of the organisation.

Our thinking has evolved from working with Keith — our approach to people, both internally and externally, as well as how we position our value proposition. The work that Keith did was a key element of the change in building the ability of our team to have more commercial conversations with our clients outside their normal technical areas of expertise. The ultimate measure of success for us, as well as the significant growth we experienced, was the feedback from the business community: Keith has a unique ability to take what you previously considered as conventional wisdom, flip it around and show you a completely new way of approaching the Sales profession.

Keith teaches you how to target the highest possible levels in every organisation, how to correctly plan and execute sales meetings and what works in the real world. I have attended dozens of sales training courses and read almost every business book about sales and building relationships over my 20 year sales career. Out of all of them, I am only willing to recommend one.

Keith Dugdale has literally written the book on building relationships as a deliberate sales strategy. He walks the talk and is a genuine expert in the field second to none. Next-generation sales strategies 1. Customer, client or account 2. How your buyers really see you 2.

Why you need to know how your buyers see you 2. Who you are 2. The Octagon behavioural assessment 2. What are you going to do next? Finding out what other people really think 2. Patterns and research 3. Understanding and changing your relationships 3.

• Smarter Selling.
• Vincere con la mente: Come si diventa campioni: lo stato della massima prestazione (Italian Edition).
• Account Options.

Types of relationship 3. The components of trust 3. Knowing where you are with a relationship 3. How to change your relationships 3. Helping buyers' internal relationships 3. A matrix of relationships 4. Understanding and adapting to buyers 4.

Different organisational approaches to buying 4. Buyer types and their influence 4. Personal preferences Contents note continued: Building rapport and trust the I We U approach 5. Control and structure 5. Uncovering real value 6. Surface challenges current state 6. Hunt for challenges 6.

What is Kobo Super Points?

Adjust to change direction 6. Paint for positive future outcomes 6. Engage move to action 6. Common areas for questioning; Focus-5 6. Moving to a higher level of conversation 7. Different levels of conversation 7. Getting from level 1 to level 4 7. Facts and feelings 8. Cementing credibility and trust with your buyers 8.

Confirming and clarifying CC Notes 8. The draft work-plan 8. The Great Price Lie 9. Presenting your ideas for positive impact 9. Proof and storytelling 9. Visuals Contents note continued: Summary of key messages Additional resources 1.