Salespeople must demonstrate competence and reliability to gain trust from "summary" of Trust-Based Selling by Charles H. Green
To gain trust, salespeople must demonstrate competence and reliability in their interactions with clients. Competence involves having the necessary knowledge, skills, and experience to effectively address the needs and concerns of customers. It is about being able to provide accurate information, answer questions confidently, and offer solutions that meet the client's requirements. Without competence, salespeople will struggle to establish credibility and build a foundation of trust with their clients.
Reliability is another crucial factor in gaining the trust of clients. It involves being consistent in one's actions and following through on promises and commitments. When a salesperson demonstrates reliability, clients feel confident that they can depend on them to deliver on their word. This reliability builds a sense of security and assurance in the client-salesperson relationship, which is essential for ...
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