When you think deeply about it, trust is a requirement for just about every productive human interaction. Trust plays a significant role in personal relationships, including your spouse, your children, and your friends. Trust also plays a significant role in business relationships, including employees, managers, team mates, coaches, and also in sales. We always want to talk about the importance of the trust a buyer has in their sales rep. But it works both ways. Sales reps must trust the information being given them and the people giving it.
Do you trust that sales rep, or client when you first meet? As a buyer or client, do you trust what the sales rep tells you or do you confirm the information through other sources. When they say you have the best price, do you trust that it is?
We all are doing more in less time. We are in a hurry and are looking for ways to shorten efforts, cut corners, and save time. Trusting the client or the sales person who says, “your product meets all our needs.” can be very risking. Imagine the conversation that takes place later, after many thousands of dollars were spent, and months of effort expended - when the product fails to meet one of the requirements. Trust, especially blind trust is not an suitable replacement for good preparation and study.
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