Trust Centered Selling

•

70 likes•5,833 views

Mark Slatin

High profit selling through trusting relationships.

Business Economy & Finance

Trust

Trust Centered Selling
High profits through trusting relationships

sellers are stereotyped

© 2008 true colors consulting llc

Sellers are… greedy
poor listeners
after the sale
money hungry
etc.

© 2008 true colors consulting llc

self-oriented

© 2008 true colors consulting llc

the stereotype
didn’t get here
overnight,
it was…

© 2008 true colors consulting llc

built with…bricks of
incompetence

© 2008 true colors consulting llc

and the mortar of
false promises

© 2008 true colors consulting llc

the barrier between
buyers and sellers?

© 2008 true colors consulting llc

the invisible wall of distrust

© 2008 true colors consulting llc

how do sellers deal with “the wall”?

© 2008 true colors consulting llc

the invisible wall of distrust
Unaware
Ignore
Lower Price
Circumvent
Give Up
Shift blame

© 2008 true colors consulting llc

sell…
a four letter word to many

© 2008 true colors consulting llc

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…

a cumulative effect…
current events

© 2008 true colors consulting llc

paradox in selling

© 2008 true colors consulting llc

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

Trust is real, hard-edged and
quantifiable
The Speed of Trust, Stephen M.R. Covey

© 2008 true colors consulting llc

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

myths about selling success

© 2008 true colors consulting llc

expertise
wins
© 2008 true colors consulting llc

90% 100%
50%
0% 25%

1st 2nd Verbal
Fallback Close
Appointment Appointment Close

processes win

© 2008 true colors consulting llc

All buying decisions are based on
emotion and justified with logic.

© 2008 true colors consulting llc

People buy from people
they perceive as trustworthy

© 2008 true colors consulting llc

the fruits of high trust?

© 2008 true colors consulting llc

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

isn’t trust building
an art…
no, it’s both

© 2008 true colors consulting llc

a myth about the role of the seller

© 2008 true colors consulting llc

you don’t
have to sell
your soul
to sell
© 2008 true colors consulting llc

Trust

Trust Centered Selling
High profits through trusting relationships

© 2008 true colors consulting llc

live training

© 2008 true colors consulting llc

webinars

Webinar Course
Trust Roadmap Selling™ Program
High profits through trusting relationships

© 2008 true colors consulting llc

coaching

© 2008 true colors consulting llc

CPA’S
•
Attorneys
•
who would Engineers
•
IT Managers
•
benefit? Professional Sellers
•
Anyone interested in
•
becoming a trusted
advisor

© 2008 true colors consulting llc

thank you

to learn more:
www.truecolorsconsulting.com
Mark Slatin
410-480-2255

© 2008 true colors consulting llc

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Trust Centered Selling

1. Trust Trust Centered Selling High profits through trusting relationships

2. the reality

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…

16. broken trust

19.

22. isn’t trust just touchy feely?

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 © 2008 true colors consulting llc

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 © 2008 true colors consulting llc

30. features win

31. low price wins

33. warning: relationships aren’t linear

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

40.

43. how can I plug in?

Trust Centered Selling

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