In the field, time is limited—and trust is earned quickly or not at all. Every interaction with a customer is a chance to influence how they think, feel, and act. And yet, too many meetings revolve around a slide deck or a viz aid instead of real dialogue.

Customers don’t want to sit through a data dump. They want to be heard.

This starts with listening before you lead, and asking targeted questions that uncover what the audience values, fears, and where they have uncertainty. That way, your message reflects their priorities—not just your own.

Top field professionals follow a clear pattern: they Connect Relationally, Understand Fully, Sympathize Strategically, and Persuade Incrementally.

This module will address:

·      Why being interested in them precedes being interesting to them

·      Seven principles for building trust through connection

·      Listening techniques that elevate perceived value and credibility

·      Questioning strategies that lead to deeper insight

·      Prompts and probes that uncover real motivations

·      How account-level thinking improves engagement efficiency

·      Using reflected reasoning to align with existing values

·      How to create an argument within your customer without arguing with them

·      What Aristotle’s triangle reveals about real-world decision-making