Enhanced Trust and Openness with your client through Emotional Relevance

How do you know your client tells you what they really feel? How do you know if they share with you their real challenges, pain-points, struggles. Are you sure you truly know their vision, aspirations, desires? With real life examples based on the 3 Pillars of Emotional Relevance: Stand Out, make an Impact, Get Personal, Alon provides the attendees with practical tools to establish, enhance and maintain the level of trust required to get to the genuine needs of your client. And then, and only then, you could focus your solution to address the right issue.

Attendee Results: By adopting the Emotional Relevance™ approach, you can learn to establish, maintain, and deepen trust and openness with your clients. This will lead to higher retention rates and increased opportunities for cross-selling and upselling. Develop the ability to understand the intricacies of your clients' true needs, aspirations, and challenges by utilizing the Emotional Relevance Mapping and Relationship Meter workbook.

Selling More to Existing Clients

Many sales leaders struggle with cross-selling and upselling—essentially, selling more to existing clients. As the person managing client relationships, how do you go beyond ensuring your product or service performs well? How can you identify sales prospects, strategic alliances, and expansion opportunities that extend beyond Quarterly Business Reviews (QBRs) and key performance indicators (KPIs)? Studies show that in order to truly understand your client's needs and see the next strategic move in the relationship, you must cultivate a certain level of trust and openness. Achieving this requires more than just delivering a high-performing product or service. What should you be listening to on your touch-point calls with your client? How do you separate the tactical and the strategic aspects of the relationship? Actual tools Based on years of working with some of the most well-known companies in the world, we figured out the approach that works. Alon will breakdown the proven formula to be able to sell more to your existing client.

If you call, would they pick up?

When you call your client—assuming you have their cell number—do they see your name or just a number on their screen? How do they feel when your call comes through? How do you reach a point where they genuinely want to pick up the phone every time you call? How can you control what they feel when they see your name pop up on their screen? Based on years of working with sales organizations in different industries, we have validated the notion of differentiating yourself through personal relationship level that is different from your competitors'. Utilizing the Emotional Relevance method, Alon will show the audience ways of instilling Emotional Anchors throughout your relationship with your client, enhancing brand loyalty and eventually resulting in higher closing rates and increased retention rates.