Trust Centered Selling

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Information about Trust Centered Selling
Business & Mgmt

Published on January 18, 2009

Author: markslatin

Source: slideshare.net

Description

High profit selling through trusting relationships.

Trust Trust Centered Selling High profits through trusting relationships

the reality

sellers are stereotyped © 2008 true colors consulting llc

Sellers are… greedy poor listeners after the sale money hungry etc. © 2008 true colors consulting llc

self-oriented © 2008 true colors consulting llc

the stereotype didn’t get here overnight, it was… © 2008 true colors consulting llc

built with…bricks of incompetence © 2008 true colors consulting llc

and the mortar of false promises © 2008 true colors consulting llc

the barrier between buyers and sellers? © 2008 true colors consulting llc

the invisible wall of distrust © 2008 true colors consulting llc

how do sellers deal with “the wall”? © 2008 true colors consulting llc

the invisible wall of distrust Unaware Ignore Lower Price Circumvent Give Up Shift blame © 2008 true colors consulting llc

sell… a four letter word to many © 2008 true colors consulting llc

The breadth of corruption laid out in these charges is staggering quot;They allege that Blagojevich put a 'for sale' sign on the naming of a United States Senator; involved quot; himself personally in pay-to-play schemes with the urgency of a salesman meeting his annual sales target…

a cumulative effect… current events © 2008 true colors consulting llc

broken trust

© 2008 true colors consulting llc

© 2008 true colors consulting llc

paradox in selling © 2008 true colors consulting llc

The less we try to make the sale and the more we make trust the quot; sale, the more successful we are as sellers. © 2008 true colors consulting llc

isn’t trust just touchy feely?

Trust is real, hard-edged and quantifiable The Speed of Trust, Stephen M.R. Covey © 2008 true colors consulting llc

fact #1 The US wastes more in healthcare bureaucracy than it would cost to provide healthcare to all the uninsured Source: International Journal of Health Services. Vol. 34, 2004 © 2008 true colors consulting llc

fact #2 High Cost of Sarbanes-Oxley - Oxley Sarbanes 100X SEC original estimate Financial Executives International survey of 321 companies

fact #3 employee trust levels and corporate performance are closely linked…the rate of 3-year total returns to shareholders is almost 3x higher at companies with high trust levels than at companies with low trust levels. Watson, Wyatt WorkUSA Survey © 2008 true colors consulting llc

fact #4 No Trust No need No desire to change No urgency Not budget reasons for Other  failed sales 10 20 30 40 50 60 % of Selling Situations Source: Miller, Heiman, Conceptual Selling, p. 219 © 2008 true colors consulting llc

myths about selling success © 2008 true colors consulting llc

expertise wins © 2008 true colors consulting llc

features win

low price wins

90% 100% 50% 0% 25% 1st 2nd Verbal Fallback Close Appointment Appointment Close processes win © 2008 true colors consulting llc

warning: relationships aren’t linear

All buying decisions are based on emotion and justified with logic. © 2008 true colors consulting llc

People buy from people they perceive as trustworthy © 2008 true colors consulting llc

the fruits of high trust? © 2008 true colors consulting llc

double checking management by process multiple sourcing second guessing elapsed time lower costs Source: Trust-Based Selling, Charles H. Green

efficiency, effectiveness management by decision willingness to listen cooperation fast higher tracking margins/revenue Source: Trust-Based Selling, Charles H. Green

isn’t trust building an art… no, it’s both © 2008 true colors consulting llc

a myth about the role of the seller © 2008 true colors consulting llc

you don’t have to sell your soul to sell © 2008 true colors consulting llc

how can I plug in?

Trust Trust Centered Selling High profits through trusting relationships © 2008 true colors consulting llc

live training © 2008 true colors consulting llc

webinars Webinar Course Trust Roadmap Selling™ Program High profits through trusting relationships © 2008 true colors consulting llc

coaching © 2008 true colors consulting llc

CPA’S • Attorneys • who would Engineers • IT Managers • benefit? Professional Sellers • Anyone interested in • becoming a trusted advisor © 2008 true colors consulting llc

thank you to learn more: www.truecolorsconsulting.com Mark Slatin 410-480-2255 © 2008 true colors consulting llc

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