Building Rapport and Connection

Problem:

Sales reps lack the ability to use the powerful perspective of a customer’s peers and devise differentiated value propositions that build credibility and value in a way that connects to the customer’s emotional buying center.

Benefit:

Sales reps learn powerful techniques that builds rapport and their role as a trusted, knowledgeable advisor.

Topics include:

1. Using Customer Perspective
   1. Using the customer’s peers to build credibility
   2. Developing customer perspective statements to build emotional connections to buying
2. Differentiated Value Propositions
   1. Developing Value Propositions that promote customer confidence in your company
   2. Developing Value Propositions about individual products or services

Simulation and application exercise examples

Simulations have real world scenarios using typical customer types. Learners record their voice in the simulation tool as they respond to each of these real world call types. Next they listen back and use what they learned to modify their responses. Then the BrainX system has them listen to examples of what great sounds like and use these to further improve their answers.

Learners receive professional coaching on their verbal responses from an expert on techniques used to build rapport and credibility.

Accumulation of Best Practices

As the coaches work with your people, they identify examples of great verbal strategies for building rapport and credibility. These examples are flagged and can be added to the course for future users of the course or used by managers in weekly meetings.

I was a teacher and football coach for 10 years before going into sales and eventually becoming the senior vice president of sales. After all my years of athletic training and sales training I can say with confidence that the BrainX system is the most effective training system I have even encountered and the Mental Toughness Courses have increased our sales by a far greater amount than all the more expensive training we have purchased over the years.

- Gary Milwit, SVP Sales, StoneStreet