How To Build Trust in Sales Conversations...From Cold Call to Client

2 Ways to Register

Conventional wisdom says it takes time to establish sufficient trust with prospective clients before they will buy from you. Conventional wisdom is only half right. While prospects must trust you before they buy, the necessary trust can be created during the sales process. In fact, the sales process itself can be the creator of trust. You just have to know what to do.
 
That's great news for professional service providers. Not only can you build trust rapidly and win new clients, you can do so independently of the current state of your brand reach, referral sources, lead nurturing programs and thought leadership.

And you can do so without fear, with the knowledge that you know how to establish a strong bond of trust with anyone, even on those tough and anxiety-filled cold calls and barely-warm referral calls.
 
In this RainToday.com webinar with Charles H. Green, President of Trusted Advisors and author of Trust-Based Selling, you will learn:

• How to use listening not to identify needs or solve problems, but to build trust
  
  
• The 4 elements of the Trust Equation, and which element is most important
  
  
• How to avoid the number one cause of low trust
  
  
• How to apply the 4 trust principles both as an individual and an organization
  
  
• How to create trust by honestly answering the six toughest sales questions, with tips on how to answer each
  
  
• Why trust is a soft skill with hard dollar impact
  
  
• How to avoid the 2 largest mistakes professionals make in trust-building conversations

During this webinar, Charlie will also present success stories and examples of reducing fear and creating trust in barely-warm sales calls.

Register today or become a member and learn how to address the crucial element of trust building head-on so you can win more clients in less time.

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Five attendees will receive a free copy of Charles H. Green's book Trust-Based Selling.

Anyone who sells professional services or supports someone who does.

Charles H. Green is a speaker and executive educator on trust-based relationships and trust-based selling in complex businesses. Charlie wrote Trust-Based Selling and co-authored The Trusted Advisor with David Maister and Rob Galford. He leads Trusted Advisor Associates.

Charlie works with officer and manager levels in organizations to improve their trustworthiness in client relationships and in business development. An engaging and content-rich speaker, he has taught in executive education programs for the Kellogg Graduate School of Business at Northwestern, and for Columbia University Graduate School of Business. 

Charlie is a graduate of Columbia College (BA Philosophy, 1972) and of the Harvard Business School (MBA, 1976).  He spent the first twenty years of his career with the MAC Group and its successor, Gemini Consulting, where his roles included strategy consulting (in Europe and the United States), VP Strategic Planning, and a variety of other firm leadership positions. 

Registration Fee

$99 per connection - Gather your colleagues around a monitor in the conference room and have everyone benefit from the advice shared.

Registration also includes:

• A PDF of the presentation slides
  
  
• Unlimited access to the recording of the webinar
  
  
• A 30 minute interactive Q&A session
  
  
• A chance to win one of five free copies of Charles H. Green's book Trust-Based Selling.

2 Ways to Register