Trust is the basis for building any successful human relationship – including a selling one! Trust is something a sales professional has built and continues to build in each and every contact with the buyer. Without trust, there can be no quality sales assessment, nor can we get the client to open up. A preparation for a sales meeting represents a sale before a sale”and according to the order of importance, it comes first in sales thinking of every salesman.

1. Trust building tools – participants will learn more about 4 trust building tools at the beginning and during communication with a buyer (mutuality, liking, similarity and uniqueness)

2. Active listening – without active listening, it is impossible to truly understand all levels of communication with a client. Participants will learn how to fully focus on the client and how to control their own thoughts in the process.

3. Paraphrasing – paraphrasing is a tool in active listening and trust building. Participants will quickly and efficiently acquire this basic technique.

4. Summarizing – this is another tool in active listening, with which participants will extend their range of trust building techniques in communication with a buyer.

5. Mirroring – mirroring represents a highest achievement in building trust with the clients. A skill to build trust through “mimicry” of the client’s body language is the most natural way to build a rapport and “chemistry” while interacting with the client and the participants will learn how to apply this in their work.

6. Eight steps in successful preparation for a meeting – participants will get familiar with the listed steps and learn how to use them in practice.