Trust Centered Selling

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High profit selling through trusting relationships.

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Trust Centered Selling

  1. Trust Trust Centered Selling High profits through trusting relationships
  2. the reality
  3. sellers are stereotyped © 2008 true colors consulting llc
  4. Sellers are… greedy poor listeners after the sale money hungry etc. © 2008 true colors consulting llc
  5. self-oriented © 2008 true colors consulting llc
  6. the stereotype didn’t get here overnight, it was… © 2008 true colors consulting llc
  7. built with…bricks of incompetence © 2008 true colors consulting llc
  8. and the mortar of false promises © 2008 true colors consulting llc
  9. the barrier between buyers and sellers? © 2008 true colors consulting llc
  10. the invisible wall of distrust © 2008 true colors consulting llc
  11. how do sellers deal with “the wall”? © 2008 true colors consulting llc
  12. the invisible wall of distrust Unaware Ignore Lower Price Circumvent Give Up Shift blame © 2008 true colors consulting llc
  13. sell… a four letter word to many © 2008 true colors consulting llc
  14. 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…
  15. a cumulative effect… current events © 2008 true colors consulting llc
  16. broken trust
  17. © 2008 true colors consulting llc
  18. © 2008 true colors consulting llc
  19. paradox in selling © 2008 true colors consulting llc
  20. 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
  21. isn’t trust just touchy feely?
  22. Trust is real, hard-edged and quantifiable The Speed of Trust, Stephen M.R. Covey © 2008 true colors consulting llc
  23. 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
  24. fact #2 High Cost of Sarbanes-Oxley - Oxley Sarbanes 100X SEC original estimate Financial Executives International survey of 321 companies
  25. 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
  26. 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
  27. myths about selling success © 2008 true colors consulting llc
  28. expertise wins © 2008 true colors consulting llc
  29. features win
  30. low price wins
  31. 90% 100% 50% 0% 25% 1st 2nd Verbal Fallback Close Appointment Appointment Close processes win © 2008 true colors consulting llc
  32. warning: relationships aren’t linear
  33. All buying decisions are based on emotion and justified with logic. © 2008 true colors consulting llc
  34. People buy from people they perceive as trustworthy © 2008 true colors consulting llc
  35. the fruits of high trust? © 2008 true colors consulting llc
  36. double checking management by process multiple sourcing second guessing elapsed time lower costs Source: Trust-Based Selling, Charles H. Green
  37. efficiency, effectiveness management by decision willingness to listen cooperation fast higher tracking margins/revenue Source: Trust-Based Selling, Charles H. Green
  38. isn’t trust building an art… no, it’s both © 2008 true colors consulting llc
  39. a myth about the role of the seller © 2008 true colors consulting llc
  40. you don’t have to sell your soul to sell © 2008 true colors consulting llc
  41. how can I plug in?
  42. Trust Trust Centered Selling High profits through trusting relationships © 2008 true colors consulting llc
  43. live training © 2008 true colors consulting llc
  44. webinars Webinar Course Trust Roadmap Selling™ Program High profits through trusting relationships © 2008 true colors consulting llc
  45. coaching © 2008 true colors consulting llc
  46. CPA’S • Attorneys • who would Engineers • IT Managers • benefit? Professional Sellers • Anyone interested in • becoming a trusted advisor © 2008 true colors consulting llc
  47. thank you to learn more: www.truecolorsconsulting.com Mark Slatin 410-480-2255 © 2008 true colors consulting llc

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