Let’s get beyond the weather and avoid customers’ automatic distrust by building fast and authentic rapport. We’ll teach five proven methods to build faster and stronger connections, increase likability through commonality, and move up the trust scale.

It’s the sad truth that most college graduates or entry-level salespeople don’t join the workforce able to explain the difference between a CRO and CFO, or ROI and BEP. This means they lack confidence starting business conversations. This 101-level course helps reps map out common roles in organizations, de-mystify common terms, better understand different leadership roles, and the goals of their business.

Call bridging is the art of gaining the next call before leaving the current conversation. Don’t start the long process of connecting with prospects and customers from scratch every step of the way! Bridging could be as focused as gaining a commitment and scheduling the next call, or simply giving oneself permission to call back for colder prospects. We’ll work to make bridging part of every call-closing process – greatly increasing your pipeline velocity.

Are you guilty of “touching base” (or similar offenses)? Need help mapping out a call-by-call sales process to help land and/or expand accounts? We’ll listen to actual calls from the POV of the customer, and then work together to set new chronological outcomes, talk tracks, and closes for each touch. The outcome is a customized “Touchplan℠” that serves as the foundation of your sales process and an invaluable tool for sellers (seriously, they laminate it).

Whether you’re prospecting or penetrating, you probably aren’t talking with all the players in your account. We teach reps to act as Private Investigators and add new decision-makers and influencers to accounts by dialing the phones (not spending all day on the internet). Don’t let your engagement tools keep you talking to the wrong people, or your lead lists’ stale data stop you from landing key accounts! You’ll add 50-100 new names and full contact info after implementing the skills taught in this course.

Only 10% of customers will close themselves – but most reps lack the confidence to ask for the sale. In fact, research shows that closing on the first call is as important as the last. We will break down the “whys”, cover types of closes that work, and help reps find their go-to closing statements or questions that build “muscle memory” and confidence closing.

If you’re giving the same demo to every prospect, you could have a problem. Do you know what to do with your mouse? When and how often to ask questions? What and how to customize? If you haven’t received demo training, then take this course to improve the customer experience and your closing percentages.

Wouldn’t it be great if customers left our sales calls excited? Like edge-of-the-seat, can’t WAIT for the next meeting excited? If you find yourself sounding robotic, start here. We’ll go beyond rapport to build customer engagement throughout the call as we rate call recordings on the “Engage-O-Meter”. We’ll teach you to recognize and boost customer engagement – guaranteeing better follow-up calls and closes.

Not your 101-level listening course, we teach how listening helps sales, how to find our own personal barriers, and strategies to implement, plus a listening framework and fast techniques to improve. This course will help you get more conversational and connected with customers, weave in empathy where appropriate, and leverage expert listening skills for expert sales skills.

Have history in your accounts? Maybe even relationships? We’ll teach you how to leverage past success straight into your next win—an order, a partnership, or a referral. Then we’ll get on the phones and collect wins. Referral business closes faster, stays longer, and spends more. This course gives your team the framework and the confidence to get more!