Overview/Description Careless words and actions can quickly undermine the trusting relationships that you work so hard to develop with your customers. When you know you've lost a customer's trust, you'll have to make an honest, concerted effort to regain it. This Business Impact explores strategies for rebuilding trust and getting your relationship back on track. Target Audience Experienced sales professionals who wish to improve their ability to rebuild trust with customers Expected Duration (hours) 0.1 Lesson ObjectivesRegaining Your Customer's Trust

Overview/Description Trust may be a sales professional's most valuable asset. When present, it forms the bedrock of productive relationships. But when absent, it casts suspicion on every word spoken and action taken. This Challenge Series product explores strategies for building trust. You'll assume the role of a sales professional for a manufacturer of data collection devices. Target Audience Experienced sales professionals who wish to improve their ability to build, protect, and rebuild trust during the sales process Expected Duration (hours) 0.2 Lesson ObjectivesSelling with Trust

Overview/Description To be ready to sell, you must be ready to compete. That means thinking about competitors – who they are, what they’re offering, and how they win customers. Once you’ve done this, you must communicate your competitive insight effectively to the customer. This Challenge Series product explores how you can draw on your knowledge of the competition to create and communicate a winning sales approach. You'll play the role of an account executive for a coffee company. Target Audience Experienced sales professionals who wish to improve their ability to sell competitively...