Successful Selling in the New Economy
Your buyers are asking, “Can I trust you?”
In the age of instant information, disinformation and misinformation people now question what they see, hear and read. Distrust and skepticism are the default attitudes when it comes to buying products and services. To consistently experience successful selling in the new economy requires a dramatically different approach with a better-informed and skeptical public.
This information-packed program explains how the buying process has shifted, what changes are necessary for organizations to have their message heard, and practical ideas on how to rebuild customer trust with consumers and in business to business transactions.
Whether you are selling B2B or to consumers you don’t need a sales strategy — you need a trust strategy!
This high content, high energy program includes:
The Skeptical View
- How consumers got here
- Factual information or sales-speak opinion
- The bursting of brand “trust balloons”
- The inability to process information overload
Trust Drives Transactions
- Managing customer economic fatigue
- Five questions buyers must answer before buying
Creating a Customer Comfort Zone
- Care
- Competence
- Clarity
- Consistency
The New Rules of Engagement
- There are no blind dates anymore
- Don’t let go — service after the sale
- Strengthening customer engagement
- Fulfill the promise
- The good, bad and the ugly of getting the word out
- The megaphone of social media
- The redesigned salesperson
