Trust
The Grease for Sales Success
Technique and technology are important, but adding trust is the issue of the decade.
—Tom Peters
The goal for any salesperson should be to become the customer’s trusted advisor. The phrase “trusted advisor” is, however, thrown around too easily. At one company I worked for, we had an account-planning worksheet. The form was used to rate the level of relationship with the customer. The options were:
- No engagement
- Engaged without first order
- Doing some business
- Vendor
- Preferred vendor
- Trusted advisor
I sat through quarterly business reviews for approximately 40 salespeople. We reviewed several accounts for ...
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