We’ve all experienced roadblocks and objections in sales. But do you really understand why a prospect is making a specific objection? Are they really concerned with price, or is it something else? Trust-based selling provides a framework for how to sell more effectively, without resorting to “tricks of the trade” that don’t have a lasting, meaningful impact on your business.
It starts with being trustworthy. That sounds obvious, but trust is such a core element of human behavior and interaction that it warrants a scientific, analytical approach. Trust-Based Selling is a proven driver of business success. The key is to focus exclusively on helping customers and not on the business success metrics themselves.
- Truly understand what drives sales (and it’s not price or an optimized sales funnel!)
- Achieve enhanced creativity and openness to your ideas, more buy-in, greater honesty and fewer misunderstandings
- Focus on the relationship and build trust, which leads to more transactions