Predictable B2B Success 5+ ways to building trust with clients that drive predictable growth
Fred is the author of 'Selling Through Partnering Skills' and the principal consultant at Brindis, the consultancy he founded in 2004. A major project for Brindis being the planning and implementation of the 'Coronacademy'. Working with Grupo Modelo, the Mexican brewer of Corona Extra, he oversaw training and other development initiatives for its EMEA distributors.
Fred has worked in more than 35 countries delivering projects that range from developing sales skills for Middle Eastern healthcare companies to account development and sales leadership in Latin America and Europe for IT and engineering multinationals.
In this episode, Fred shares his experience and knowledge to help us become better at building trust with clients that drive predictable growth. Insights he shares include:
- There is a lot of hype around sales and a big number-crunching focus, but what does sales really entail
- Building trust with clients by partnering with them
- How to introduce this idea of partnering and its development process within an organization
- What is PQ
- Fred's framework to develop our partnering skills
- Indicators to know that you have built enough trust with clients
- Building trust with clients by having a good dialogue
- How to get comfortable with interdependence and outcome enabled plans
- A key element to building trust with clients that most salespeople get wrong
- How to bring the various elements to bring value to a client
- and much much more...