1. Today’s Selling Dilemma And, Why Trust-based Selling is Vital

2. To get more business, salesmen leverage relationships Intensifying leverage risks trust Weakening trust opens doors to competitors

3. A Sustainable Sales Approach Trust Paradigm™ Trust-based Selling for Long-term Success

4. Moves salesmen away from…. Filling orders as their primary responsibility

5. Moves salesmen to… Helping the customer and his business--to succeed

6. Helping Customers’ Business Explores opportunities for larger, more diverse sales activities

7. Helping Customers Succeed Knowledgeable about-- Relevant business details Significant company problems and issues Critical priorities Strategize… how salesman’s insight, connections and skills might help

8. Trust-based Selling Outcomes Long-term trust-building results in– Larger share of orders Trust recognition and loyalty Protection from competitors’ inroads

9. Success Story $2 billion financial services company, 65 –person sales force trained in trust-based selling

10. Results 16% sales increase No decrease after Wall Street collapse Customer satisfaction +6%

11. Trust-based Selling Makes current selling programs better