Your expert facilitator Keith Dugdale - Managing Director of The Business of Trust
As an author, business coach and international speaker, Keith's career focus has been on helping people to build trusted relationships in business, primarily in a sales environment. After 25 years with PwC in Europe, Asia and Australia, he has learned to ‘decode’ what it is that the best-of-the-best sellers, rainmakers and relationship builders do.
Together with David Lambert, he co-created their Smarter Selling methods to teach others these exact techniques through this masterclass, and in their book ‘Smarter Selling: How to grow sales by building trusted relationships’ now in it’s second edition published by Financial Times Prentice Hall, and translated into five languages including Chinese and Russian.
By focusing on trust and not selling he has helped individuals and organisations understand how to:
- raise the profitability of their work. Partly by focusing on having the relationship with the economic buyer, and partly through removing proposal processes out of the sales cycle as much as possible.
- shorten the sales cycle by getting to the stage very quickly where clients want to buy a service because they want to work with the provider.
- have the confidence of people to have broad and deep conversations, build relationships and ultimately win work.
- build a client centric sales culture.