High profit selling through trusting relationships.

1. Trust
Trust Centered Selling
High profits through trusting relationships

2. the reality

3. sellers are stereotyped
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4. Sellers are… greedy
poor listeners
after the sale
money hungry
etc.
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5. self-oriented
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6. the stereotype
didn’t get here
overnight,
it was…
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7. built with…bricks of
incompetence
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8. and the mortar of
false promises
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9. the barrier between
buyers and sellers?
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10. the invisible wall of distrust
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11. how do sellers deal with “the wall”?
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12. the invisible wall of distrust
Unaware
Ignore
Lower Price
Circumvent
Give Up
Shift blame
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13. sell…
a four letter word to many
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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
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16. broken trust

17. © 2008 true colors consulting llc

18. © 2008 true colors consulting llc

20. paradox in selling
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21. The less we try to make the sale
and the more we make trust the
quot;
sale, the more successful we are
as sellers.
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22. isn’t trust just touchy feely?

23. Trust is real, hard-edged and
quantifiable
The Speed of Trust, Stephen M.R. Covey
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24. 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
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25. fact #2
High Cost of Sarbanes-Oxley - Oxley
Sarbanes
100X
SEC original estimate
Financial Executives International survey of 321 companies

26. 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

27. 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
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28. myths about selling success
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29. expertise
wins
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30. features win

31. low price wins

32. 90% 100%
50%
0% 25%
1st 2nd Verbal
Fallback Close
Appointment Appointment Close
processes win
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33. warning:
relationships
aren’t linear

34. All buying decisions are based on
emotion and justified with logic.
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35. People buy from people
they perceive as trustworthy
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36. the fruits of high trust?
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37. double
checking
management
by process
multiple
sourcing
second
guessing
elapsed
time
lower costs
Source: Trust-Based Selling, Charles H. Green

38. efficiency,
effectiveness
management
by decision
willingness
to listen
cooperation
fast
higher
tracking
margins/revenue
Source: Trust-Based Selling, Charles H. Green

39. isn’t trust building
an art…
no, it’s both
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41. a myth about the role of the seller
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42. you don’t
have to sell
your soul
to sell
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43. how can I
plug in?

44. Trust
Trust Centered Selling
High profits through trusting relationships
© 2008 true colors consulting llc

45. live training
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46. webinars
Webinar Course
Trust Roadmap Selling™ Program
High profits through trusting relationships
© 2008 true colors consulting llc

47. coaching
© 2008 true colors consulting llc

48. CPA’S
•
Attorneys
•
who would Engineers
•
IT Managers
•
benefit? Professional Sellers
•
Anyone interested in
•
becoming a trusted
advisor
© 2008 true colors consulting llc

49. thank you
to learn more:
www.truecolorsconsulting.com
Mark Slatin
410-480-2255
© 2008 true colors consulting llc