COURSE CATALOG

In this module, learn to reinforce your buyer’s trust and confidence in the value you are offering. Before a buyer will commit to anything, they must believe what they hear and feel about that product or service.

Objectives and principles:

• Understand how to make your buyer believe you and your recommendation
• Understand that what people believe strongly enough, they act upon
• Understand it makes little difference what you believe is true, unless you can prove it to your buyer
• Understand buyers expect salespeople to make product or service claims, but they are impressed when someone else makes or endorses those claims
• Understand that as trust in you and confidence in the value you are offering rises, fear of buying disappears

Course type: OLT

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