Hi [[ session.user.profile.firstName ]]

ISM Webinar: 7 Ways to Build Rapport in Sales and Connect with People

Key Takeaways:

Companies often wrongly assume their sales people have innate selling ability.

Consequently, they fail to equip teams with essential skills – from prospecting and presenting to gaining commitment and negotiating.

When people get to know you and people get to like you, people begin to trust you.

Reason to Attend:

This webinar outlines the 7 ways to build trust with your clients

-Be genuine.
-Be warm and friendly.
-Show interest.
-Don’t seem too needy.
-Give genuine compliments.
-Calibrate the rapport to “just right.”
-Read the culture.

If you think these questions are basic and straightforward, you’re right. Rapport building is an area that doesn’t need over complication. Do what you can to create positive feelings and positive emotional reactions with people, and you’ll be well on your way.
Recorded Jan 10 2018 60 mins
Your place is confirmed,
we'll send you email reminders
Presented by
ISM Fellow - Tim Robertson
Presentation preview: ISM Webinar: 7 Ways to Build Rapport in Sales and Connect with People

Network with like-minded attendees

  • [[ session.user.profile.displayName ]]
    Add a photo
    • [[ session.user.profile.displayName ]]
    • [[ session.user.profile.jobTitle ]]
    • [[ session.user.profile.companyName ]]
    • [[ userProfileTemplateHelper.getLocation(session.user.profile) ]]
  • [[ card.displayName ]]
    • [[ card.displayName ]]
    • [[ card.jobTitle ]]
    • [[ card.companyName ]]
    • [[ userProfileTemplateHelper.getLocation(card) ]]
  • Channel
  • Channel profile
  • Personal Development Essentials, Part 3: How to Find the Time May 2 2019 10:00 am UTC 30 mins
    ISM Leader: Ruta Misiunaite, Senior Business Development Manager, IRI UK
    Reasons to Attend:

    You have set yourself an exciting goal. You’ve come up with a solid step-by-step plan of how to achieve it. But you just can’t find the time in your busy schedule to work on it? You’re not alone!

    In the final installment of Personal Development Essentials, Ruta will show how she managed to find 100+ hours a year of her time for personal development whilst keeping up with her day to day activities. Make sure you find time for what’s important and sign up to this webinar now!

    Key Takeaways

    • An overview of what’s getting in the way of you achieving your goals
    • Simple mindset tricks to help you achieve your goals quicker and with more ease
    • Practical tips on how to carve out at least 15mins for personal development each day
  • ISM Webinar: Marginal Gains to Improve Outcomes as a Sales Leader Apr 25 2019 10:00 am UTC 30 mins
    ISM Fellow - Ian Moyse
    Key Takeaways:

    •Key metrics to address to transform a sales team
    •What the board wants to see
    •How to make a positive personal impact


    Reasons to attend:

    In today’s selling world, Sales Leaders often hit roadblocks, start new roles and need to make an impact and find it harder and harder to make their mark. Ian Moyse has achieved success in firms running large multi-national teams, smaller startup’s needing to ramp and in joining companies needing sales fixing or acceleration and speaks often on fundamental approaches to driving sales growth and performance. If you take one new idea or focus away, it is with your 30 mins to attend this webinar.
  • Personal Development Essentials, Part 2: How to Create an Effective Plan Apr 23 2019 10:00 am UTC 30 mins
    ISM Leader: Ruta Misiunaite, Senior Business Development Manager, IRI UK
    Reasons to Attend:

    Have you set yourself a quality goal and you get the things started, but you’re don’t know where to start? Well then, it sounds like you’re in need of some help building a solid plan!

    During this second instalment of our Personal Development Essentials, Ruta will talk you through the importance of having a personal development plan and show you how to write an effective and actionable plan that helped her progress from being the most junior sales person in the company with no prior sales experience to one of the Senior Business Development Managers within 4 short years.

    Key Takeaways
    • Clear understanding of why having a solid plan is so important in successfully achieving your goals
    • Practical advice on how to use reverse engineering to create an effective personal development plan
    • Tips on what to do when you feel that you’re not getting anywhere close to achieving your goals or if your goals are not exciting to you anymore.
  • ISM Webinar: Personal Development Essentials Part 1: How to Set Quality Goals Apr 18 2019 10:00 am UTC 30 mins
    ISM Leader: Ruta Misiunaite, Senior Business Development Manager, IRI UK
    Reasons to Attend:

    Have you already failed your New Year’s resolutions? Are you dreading coming into work on Mondays? Are you in need of some motivation to kick-start your goals and finish 2019 with a bang? Then you’re in luck because this webinar is meant for you!

    Within four short years, Ruta Misiunaite has progressed from being the most junior sales person in the company with no prior sales experience to one of the Senior Business Development Managers at IRI UK, responsible for going after £39m worth of key prospects’ business. The key driver behind Ruta’s success is her relentless focus on continuous personal development and passion for learning everything there is about being a great salesperson.

    In this first installment of our three-part series on Personal Development Essentials, Ruta will show you how to set quality goals that are challenging, exciting, and help you fall in love with what you do. Don’t wait for a Monday or January 1st to start working on your goals and sign up to this webinar now!

    Key Takeaways
    ●Tips & tricks that will help uncover what truly motivates you to get up in the morning
    ●Simple tools to help write a quality goal that makes you feel excited about realising your full potential
    ●Easy to implement techniques to ensure you stick to your goals throughout the whole year
  • ISM Guest Webinar: The 9 Key Characteristics Required in Strategic Sales Apr 9 2019 10:00 am UTC 30 mins
    Jim Bloomfield & Sarah Clapperton - Director, Bloojam Consulting Ltd
    Reasons to Attend:

    The Acuity® for Strategic Sales model has been designed by Business Psychologists to enable organisations to develop high performing salespeople and to recruit new sales talent.

    By reviewing credible research from 30 years of scientific studies into sales behaviours, the Acuity® for Strategic Sales model identifies the 9 key sales capabilities that determine success. Aimed at Sales Directors and Sales Managers this webinar will share with you how you can measure these sales capabilities in your team to drive sales performance.

    Key Takeaways

    Environmental drivers that require a change in sales behaviours

    What to look for in your sales teams:

    •Personal Drive- Describes why an individual enjoys sales activities and whether they will seek to perform at a consistently high level.

    •Sales Focus- Describes what the individual does to understand the client and the relevant economic and industry drivers, to use this knowledge to provide insight and solve customer problems, and to seize opportunities to create momentum in the sale.

    •Interpersonal Insight- Describes how the individual interacts with the customer, through appreciating the perspective of the other party, modifying their behaviour in a way that is appropriate to the situation and developing relationships and connections internally and externally.
  • UK supermarkets - the longest cold war? Mar 21 2019 11:00 am UTC 30 mins
    ISM Fellow - Andrew Grant
    Why you should attend:

    An up to date analysis of the UK supermarket sector - mergers, acquisitions, consolidation, relentless pressure - but why no all-out price war for the past 15 plus years - would Amazon's entry be the final straw?

    What you will learn

    •Unmissable for anyone selling into the UK supermarkets
    •Get yourself fully up to date with the latest changes that could impact your business
    •Delivered by an acknowledged industry expert
  • ISM Webinar: Lack of Pipeline - The number 1 reason you are not hitting Quota Mar 12 2019 11:00 am UTC 30 mins
    ISM Fellow, Steve Burton
    Let’s face it… selling isn't easy. Sometimes it seems easier to lure a ravenous lion with a lettuce leaf than hit your monthly sales target. Even the best, most seasoned salespeople will feel pressurized from time to time and result in them not hitting the target. It’s this pressure that spawns excuses – excuses that detract attention away from a salesperson’s performance (or lack of it).

    I hate hearing excuses; it feels like people are trying to blame others rather than accepting their own failings. But what are the top excuses you’ll hear from a salesperson?
  • ISM Webinar: Social Selling In The Real World Feb 21 2019 11:00 am UTC 30 mins
    ISM Fellow - Ian Moyse
    Key Takeaways:

    •What it is
    •What it isn’t
    •Turning Social into real engagements
    •Is it just LinkedIn
    •Receive a Personal Action Plan

    Reasons to attend

    Social Selling is the new sales skill in your toolbag to help you open doors, build your own reputation & have stronger engagement with prospects. Ian Moyse, is a respected authority on Sales Leadership and the new methodology of Social Selling, sitting as a non-exec on Digital Leadership Execs, a leading Social Selling firm. He has spoken widely on Social Selling. Ian is a judge on many Sales Awards and has interviewed hundreds of Salespeople and can share in today’s market a valuable skill that can help set you apart
  • ISM Webinar: 5 LinkedIn Hacks that Reveal where Your Ideal Prospects are Hiding Feb 12 2019 2:00 pm UTC 45 mins
    Sarah Hughes ,”The LinkedIn Lead Generation Expert” and Founder of Boost Business Growth
    Reasons to Attend:

    I show you LIVE inside my LinkedIn account so you can use the same techniques to predictably fill your sales pipeline too.

    Here are a further 3 valid reasons to attend:

    1.You’d love to get the inside track on what I do so that you and your teams can do it too
    2.I show you the 23 filters within LinkedIn to instantly pinpoint your prospects with laser precision
    3.You’ve been itching to conquer LinkedIn or social selling and want to create a flow of leads.

    Key Takeaways

    •2 phrases in your sales team LinkedIn profiles that kill prospect conversations stone dead
    •1 action that alerts you to new prospects, even without a fresh database of leads
    •2 approaches to credibly grow your audience of prospects and referrers
    •1 Power Play that attracts, rather than repels, your prospects.
  • Essential sales skills needed to succeed in the construction industry Feb 7 2019 11:00 am UTC 30 mins
    Stella Dixon - Training Manager, Aggregate Industries
    Key Takeaways:

    A suggested approach to developing commercial skills in Business Graduates in the construction industry.

    Reasons to attend

    Commercial awareness is one of the key attributes cited by many employers as being essential to employability, but unfortunately, one that many people seem unable to demonstrate. It comes up time and time again in job advertisements, discussions between recruiters and on careers guidance websites. But what does 'Commercial Awareness' really mean, and how can you develop it?
  • ISM Webinar: How to Write an Effective Sales Email Feb 5 2019 11:00 am UTC 30 mins
    ISM Fellow - Phil Dickenson
    Key Takeaways:

    How to write an email which gets a better chance of being opened and getting a response. This will increase your chances of hitting your sales target for the month, quarter and year.


    Reasons to Attend:

    Email is the most common form of communication in business. Most sales emails don't get replied to because they're not good enough.

    So how do you improve your email? How do you communicate to a customer and increase the likelihood of them replying?

    Author of the Amazon bestseller, Everybody Works In Sales, Niraj Kapur, will show you how. Face to face is important. Social media is important. Email is the most common form of communication in business and if you don't get it right, you will lose out.
  • ISM Webinar: Could personalised technology give you that extra 10%? Jan 29 2019 11:00 am UTC 30 mins
    Iain Sinnott – Sales and Marketing director – VanillaIP
    Key Takeaways:

    Technology is constantly evolving, and businesses are becoming more and more dependent on technology to run their businesses efficiently.

    Technology is transforming businesses and disrupting entire industries. One of those industries that has been heavily affected is sales.

    From prospecting to closing, today’s mobile, social, big data, and cloud technologies are revamping the sales process in ways that would have been unthinkable only a few decades ago.

    As a result, many sales organizations are embracing new technologies to drive productivity, profitability, and competitive advantage to revamp the sales process.

    With that in mind, here’s a look at some of the technological tools organizations are using to streamline the selling process:

    -Big Data
    -Social Platforms
    -Sales Force Automation Systems
    -Cloud-based CRM Technology
    -Mobile technology

    Reasons to Attend:

    -Why individuals need to be involved in the choice of business productivity tools
    -The different benefits different users derive
    -Why learning to work with salespeople is the best way for buyers to avoid white elephants

    Technology is constantly reinventing and improving, and the world is being constantly reinvented around it.
  • ISM Webinar: Agile Selling in the Age of the Informed Buyer Recorded: Nov 6 2018 50 mins
    Richard Barkey, CEO & Founder - Imparta
    The team at Imparta believes that Agile approaches – which have transformed the world of software development – are hugely applicable and significant to selling and to sales team development. In this session, Richard will provide insight into how an Agile salesperson can maximise value creation and win rates, and how Agile approaches can drive superior returns from sales training, especially when enabled by technology.
  • ISM Webinar: Why is sales coaching such a misunderstood development tool? Recorded: Oct 16 2018 30 mins
    ISM Champion - Mike Lever
    Key Takeaways:

    More than ever, sales teams are struggling with unqualified leads, missed sales goals, and lost opportunities.

    Increasingly, company and sales leaders are turning to coaching as a solution.

    And, why not? Executive and personal-effectiveness coaching have historically yielded great results.

    What we commonly see are sales managers and leaders who:

    -Don’t have time to coach
    -Aren’t sure what sales coaches are supposed to do
    -Don’t have access to the tools and resources that can help them get the most of coaching
    -Don’t establish a consistent rhythm of coaching conversations
    -Can’t lead a great coaching conversation

    Reasons to Attend:

    This webinar explores the clear link and transferable skills from selling to coaching.

    We will bust some of the myths about coaching and show how you can turn on your coachees (the person you are coaching) internal voice.

    We will share with you our experience of supporting new directors, managers, and supervisors taking a coaching approach by learning to ask not tell.
  • ISM Webinar: Why don’t your salespeople do what they need to do? Recorded: Oct 9 2018 26 mins
    ISM Champion - Mike Lever
    Key Takeaways:

    Are your salespeople not feeling the love from their prospects?

    Struggling to have long and meaningful conversations on the phone? They are not alone.

    In this webinar, we will explore why you and your sales team might be avoiding the things you really need to do.

    We will look at confidence and comfort zones in a selling environment.

    You will also get an introduction to the ABCD of you, your Awareness, Bias, Comfort zone and Decision-making.

    This is a must if you and your salespeople need to know more about what makes you tick

    Discover how you might go about improving your personal performance.

    Reasons to Attend:

    To be effective, they must understand the game has changed and their approach needs to change too - discover that:

    -Self-service has redefined sales
    -Prospects need a trusted advisor
    -Meaningful conversations are key to closing
    -Close the distinction between sales and marketing

    You need to adopt it sooner than you think, as the self-service world is not going away - and your competitors know this too.
  • ISM Webinar: Why Your Customer Sales Journey is Broken Recorded: Oct 2 2018 31 mins
    ISM Champion - Nevil Tynemouth
    Key Takeaways:

    Let’s face it: There are many fragile – and oftentimes broken – moments in the customer journey.

    Departmental handoffs and changes in the channel, for instance, add complexity and threaten to derail purchases and sometimes harm loyalty.

    So how can you bridge those gaps and deliver the seamless experience your customers really want?

    Reasons to Attend:

    While the customer journey is fraught with troublesome grey areas, don’t fret. Focus on the following areas instead:

    -Awareness
    -Interest
    -Consideration
    -Action
    -Use
    -Advocacy

    This is based on our work on the psychology of consumer behaviour.

    The real customer journey, challenges you to see things from your clients and customers perspectives.

    We look at the emotional drivers and associations your consumers and potential consumers have.

    We will introduce you to the green line and what you need to do to put your customers in a positive emotional state and how this benefits your business.
  • ISM Webinar: How to create the self belief and confidence to sell brilliantly Recorded: Sep 25 2018 28 mins
    Leigh Ashton
    Key Takeaways:

    This webinar is for you if you struggle with sales or specific sales activities and will open the door to understanding how you get in your own way of sales success...and how to develop a winning sales mindset that attracts success!

    Reasons to Attend:

    -Discover how your thoughts impact on your sales results
    -Learn how to identify your inner barriers...and how to eliminate them
    -Create your personal way of generating consistently great sales

    Many people feel uncomfortable selling. Part of it is to do with rejection – people saying “no” to you.

    Another part of it is to do with ethics – we don't want to be seen to be taking people's money!

    However, selling is not what it used to be.

    You can only succeed – in the long term - if you give value and help customers.
  • ISM Video: Stella Round - My department is accredited by the ISM Recorded: Sep 24 2018 10 mins
    Institute of Sales Management
    The ISM is a not-for-profit membership organisation representing sales professionals in the UK and internationally. By supporting sales executives, managers and leaders in their careers, and by improving professional sales standards, we benefit our members, their organisations and, ultimately, the wider economy.

    We advance the reputation and effectiveness of our members by providing them with a range of benefits, including access to OFQUAL-recognised sales qualifications, professional networking opportunities, industry-leading awards, and practical information and advice.

    Whether you’re new to sales or an experienced professional, the ISM will support you throughout your sales career.

    •To Register to ISM Updates, click: https://bit.ly/2wIx066
    •To Register to ISM Webinars, click: https://bit.ly/2PYcDeh
    •For more information about the ISM, click: https://bit.ly/2LX3sYa
    •For more information about ISM Membership, click: https://bit.ly/2PC5KOv
    •For more information about ISM Qualifications, click: https://bit.ly/2wKpN5U
  • ISM Video: Ruta Misiunaite - Two sales promotions since joining the ISM Recorded: Sep 24 2018 4 mins
    Institute of Sales Management
    The ISM is a not-for-profit membership organisation representing sales professionals in the UK and internationally. By supporting sales executives, managers and leaders in their careers, and by improving professional sales standards, we benefit our members, their organisations and, ultimately, the wider economy.

    We advance the reputation and effectiveness of our members by providing them with a range of benefits, including access to OFQUAL-recognised sales qualifications, professional networking opportunities, industry-leading awards, and practical information and advice.

    Whether you’re new to sales or an experienced professional, the ISM will support you throughout your sales career.

    •To Register to ISM Updates, click: https://bit.ly/2wIx066
    •To Register to ISM Webinars, click: https://bit.ly/2PYcDeh
    •For more information about the ISM, click: https://bit.ly/2LX3sYa
    •For more information about ISM Membership, click: https://bit.ly/2PC5KOv
    •For more information about ISM Qualifications, click: https://bit.ly/2wKpN5U
  • ISM Video: Paul Blair - My Biggest Challenges in Sales Recorded: Sep 24 2018 5 mins
    Institute of Sales Management
    The ISM is a not-for-profit membership organisation representing sales professionals in the UK and internationally. By supporting sales executives, managers and leaders in their careers, and by improving professional sales standards, we benefit our members, their organisations and, ultimately, the wider economy.

    We advance the reputation and effectiveness of our members by providing them with a range of benefits, including access to OFQUAL-recognised sales qualifications, professional networking opportunities, industry-leading awards, and practical information and advice.

    Whether you’re new to sales or an experienced professional, the ISM will support you throughout your sales career.

    •To Register to ISM Updates, click: https://bit.ly/2wIx066
    •To Register to ISM Webinars, click: https://bit.ly/2PYcDeh
    •For more information about the ISM, click: https://bit.ly/2LX3sYa
    •For more information about ISM Membership, click: https://bit.ly/2PC5KOv
    •For more information about ISM Qualifications, click: https://bit.ly/2wKpN5U
Raising the Value of Sales
The ISM is a not-for-profit membership organisation representing sales professionals in the UK and internationally. By supporting sales executives, managers and leaders in their careers, and by improving professional sales standards, we benefit our members, their organisations and, ultimately, the wider economy.

Embed in website or blog

Successfully added emails: 0
Remove all
  • Title: ISM Webinar: 7 Ways to Build Rapport in Sales and Connect with People
  • Live at: Jan 10 2018 11:00 am
  • Presented by: ISM Fellow - Tim Robertson
  • From:
Your email has been sent.
or close