Building trust was important 50 years ago, and it’s just as important today. When buyers trust sellers, they depend on them, listen to them, give them access, and spend time with them.
Trust is critical for sales success. But today’s buyers are busier than ever and, at the same time, have access to more information and choices. This makes their time harder to get, and their trust harder to build.
In this episode, we’ll be talking about:
- What is trust
- How can you build trust with your prospects
- Acting ethically to build trust
Trust, particularly sales trust, speaks to your integrity as a person. Your own self-worth is built upon being a person who is trustworthy, believable and honorable. As a salesperson, you will look for these traits in your own company and the company will look for you to be dependable and truthful.
Developing trust is essential. Without it, you don’t have a chance to get the business. With it, you’ll have an opportunity to grow long-standing, highly profitable relationships. It’s worth the effort.
Building trust does not happen overnight. It’s the many little things you do over time that help you build lasting relationships. The follow-up calls and visits solved problems, on-time deliveries and myriad thank yous all add up.
Mentioned in this episode: