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Is Trust Enough?

January 22, 2013

Daily Read – Is Trust Enough?

For many years, developing trust and rapport was considered the hallmark of a great sales process.  Add aggressive prospecting into the equation and you get: prospecting +trust /rapport = sale. The question is, is trust enough?  Today just knowing, liking and trusting you both personally and professionally may not be enough for a prospect to sign on the dotted line. The potential client also wants to see that you’re an expert in their business. . Here are three profitable ideas to motivate yourself (or your sales team) to undertake activities that demonstrate your expertise and help to build their network at the same time:

  1. Develop case studies around client success stories that demonstrate your company’s understanding of common and specific client problems and how your solutions address it.
  2. Gather testimonials from satisfied customers about the care and knowledge that your team puts into customer care.
  3. Demonstrate your knowledge through industry articles, speaking engagements, teleseminars and webinars that put them directly in front of your prospects with an opportunity to get to know your company outside the sales process.

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