Everyone knows we live in a post-trust era. The days when people trusted others until they gave them a reason not to are gone. These days, trust has to be earned.
But trust is what advances the sales opportunity. So how does today’s sales rep build the trust needed to succeed with customers?
Value = Trust: the 21st century sales equation
Today’s customers demand value at every step of the relationship. No value = no trust. No trust = no sale. The 21st century sales rep, who demonstrates value from the beginning of the relationship, builds trust.
What your reps do after the first meeting with a customer has the power to advance the sales opportunity or cause the customer to slam on the brakes. What they do here can either build trust or break it.
A rep’s behavior following sales meetings will either: