Trust is the cornerstone of longterm sales success and customer loyalty from "summary" of Trust-Based Selling by Charles H. Green
Trust is the foundation upon which all successful selling is built. It is the bedrock upon which customer relationships are formed and sustained. Without trust, sales cannot happen. Customers are unlikely to buy from someone they do not trust. Trust is what allows customers to feel confident in their decisions to purchase from a particular salesperson or company. It is the invisible force that drives sales success and customer loyalty over the long term. Trust is not something that can be achieved overnight. It takes time to build and requires consistent effort to maintain. Trust is established through a series of interactions and experiences that demonstrate integrity, reliability, and competence. Salespeople must consistently demonstrate that they have their customers' best interests at heart, that they can be counted on to deliver on their promises, and that they have the knowledge and skills necessary to help their customers achieve their goals. Trust is a two-way street. Salespeople must trust their customers as much as their customers trust them. This means being willing to listen to their customers, understand their needs and concerns, and work collaboratively with them to find s...
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