Category Archives: trust equation

August 20th, 2013

The Trust Equation – Four Essential Factors for Building Trust with Sophisticated Buyers Part 2

trust-relaibility

The Trust Equation – Four Essential Factors for Building Trust  with Sophisticated Buyers Part 2

This is the second of a two-part guest post written by Andrea Howe, co-author of “The Trusted Advisor Field Book” and creator of The Get Real Project.

 

In Part 1 of Four Essential Factors for Building Trust  with Sophisticated Buyers, I suggested that even though trust-based selling is far from formulaic, it helps to approach it with a formula in your back pocket: the trust equation.

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August 16th, 2013

Four Essential Factors for Building Trust with Sophisticated Buyers, Part 1 of 2

trusted-advisor-2

Four Essential Factors for Building Trust  with Sophisticated Buyers, Part 1 of 2

This is the first of a two-part guest post written by Andrea Howe, co-author of “The Trusted Advisor Field Book” and creator of The Get Real Project.

Here’s something I’ve learned about sales professionals in the years I’ve been leading training programs: they’re avid learners in hot pursuit of excellence. And for the best of the best, “excellence” is determined not by numbers, but by the difference they make. Use this four-part checklist to gain insight into ways to raise your game.

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