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So, as a salesperson, how do you reach that trusted advisor status? And, once you attain that status, how do you use certainty to fill your sales pipeline? Here are four keys to keep in mind:
1. Raise the bar on trust. Many salespeople lower the level of trust they have with customers, not because they aren't trustworthy people, but because they aren't thinking about trust before they make their sales pitch. When you're talking with a prospect or customer, you always want to ask yourself, "Where is the current trust level?" Perhaps there isn't any. If so, that's okay. Work at building trust as the conversation and resulting relationship progresses.
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