TO WIN MORE WORK
Business to Business (B2B) and professional services sales and selling has changed.
No longer can you rely on your sales pitch, coffee catch ups and capability statements to help you get in the door and make the sale. Now you need to be engaging, helpful and truly different so that people want to buy from you, and you don’t have to sell (or discount).
At The Business of Trust we help people, teams and B2B organisations improve the trust they have with their clients in order to help them win more work. Put simply, it’s about learning a smarter way of selling.
Looking to learn new B2B sales skills remotely?
Are you looking for ways to remotely learn some new B2B sales skills to help you build client relationships and win work? We have a range of online learning solutions, including our on-demand, self-paced Academy of Trust training courses, and our live online ENGAGE B2B Sales Training course.
What are you looking to do?
Get the confidence to avoid the traditional sales pitch
Keith Dugdale has a smarter way of selling.
What if you could find out what the best of the best do to be successful at B2B sales, and decode it so it could be easily replicated by anyone?
This is exactly what Keith Dugdale and his co-author David Lambert did when they wrote Smarter Selling: How to grow sales by building trusted relationships. Their methods are based on observing the best professional services sellers and rainmakers for more than 25 years. You can now learn these same techniques through The Business of Trust and The Academy of Trust.
What our clients say
We have been working with Keith for around 15 months. During that time we put most of our senior people through his program and have also engaged Keith to coach specific individuals. Keith has really helped us change the way we think about our clients and how we need to bring them value in every interaction regardless of whether that value has anything to do with the services we offer.
I bought Smarter Selling a while back and it is having a profound impact on my career as an engineer. I love your work!”
Working with Keith has given me a new outlook on building relationships with prospective clients that are "real", and by that I mean relationships focussed on understanding and delivering what clients actually want, while working from a position of mutual respect and trust.
The (Business of Trust) approach has been very beneficial to our team when engaging with both clients and prospective clients. We have found it resonates with lawyers at all stages of development. There are many examples where the approach has led to excellent outcomes for our team.
The work that Keith did was a key element of the change (in) building the ability of our team to have more commercial conversations with our clients outside their normal technical areas of expertise. The ultimate measure of success for us, as well as the significant growth we experienced, was the feedback from the business community: “We are not quite sure what Aurecon are doing – but it is different and we like it."
In my first year with one consulting engineering firm I brought in $100,000. In my second year I brought in $150,000. I then attended the Business of Trust training program and in my next nine months I brought in $500,000.
Recent Insights
What do your clients value other than what you sell?
How to use your downtime to develop a simple but effective key client strategy
How to deal with rejection when approaching new clients
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Some of the organisations we’ve worked with to help transform their sales culture
