Cultivating Meaningful Relationships with Prospects and Buyers

With this presentation, your attendees will deepen their understanding of what influences and creates a sustainable connection with today’s buyer. Prospects and customers today have many choices and as a result now look for both competency and true chemistry with their sales professional. Richard’s ongoing research and keen insight into the 21st century customer’s mindset will provide attendees with the knowledge that chemistry is both functional and emotional. It far exceeds just “building rapport.” Every attendee will capture practical actions they can use immediately to connect emotionally and functionally with customers and prospects.

Specifically, this keynote presentation addresses:

  • The six psychological needs that influence buyer behavior.
  • Practical processes to remove buyer fear, uncertainty and doubt about your solutions.
  • Relevant points to capture on every customer to cultivate and leverage their relationship.
  • How customers reference their psychological needs when making a purchase decision.