Trust Centered Selling

Trust Trust Centered Selling High profits through trusting relationships

the reality

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…

broken trust

isn’t trust just touchy feely?

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

features win

low price wins

warning: relationships aren’t linear

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

how can I plug in?

http://blog.insideview.com	1542
http://www.truecolorsconsulting.com	90
http://bpi-holygardensgroup.blogspot.com	50
http://holygardenscommunity.blogspot.com	30
http://www.slideshare.net	15
http://www.bpi-holygardensgroup.blogspot.com	11
http://www.phildourado.com	6
http://www.brijj.com	6
http://bwprice.blogs.com	5
http://intranet	5
http://www.bwprice.blogs.com	3
http://web61708.aiso.net	1

Trust Centered Selling

by Mark Slatin on Jan 18, 2009

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Trust Centered Selling — Presentation Transcript