Program Objectives: How to improve sales conversation • Techniques to build rapport quickly • How to implement new strategies that increase connection, performances and profits • How to increase account longevity and increase client retention. This presentation focuses on the art of human connection and techniques to build relationships that lead to increased sales. An empathetic sales approach model starts with a discussion about the customer's values, business needs and challenges. Empathetic salespeople do research, ask questions and listen; they focus less on features and benefits of their products or service. They provide customized, not generic, solutions based on their findings and discussions. Empathetic salespeople are selling a product or service, of course, but they are also developing valued relationships. Relationships are what ultimately affect the account's long-term health. Attendees will walk away with clear actions items they can begin to implement quickly to start seeing positive results in the areas of relationship building, increased conversion rates, and account longevity.