Trustbased selling involves building emotional connections with customers from "summary" of Trust-Based Selling by Charles H. Green
Trust-based selling is not just about making a transaction; it's about building a relationship. This means going beyond the surface level of a customer's needs and desires to truly understand their emotions and motivations. By creating emotional connections with customers, sales professionals can establish trust and loyalty that goes far beyond a single sale. To build these emotional connections, salespeople must first learn to empathize with their customers. This requires putting themselves in the customer's shoes and seeing the world from their perspective. By doing so, sales professionals can gain a deeper understanding of the customer's needs and emotions, allowing them to tailor their approach accordingly. Once a salesperson has established empathy with a customer, they can begin to build trust. Trust is the foundation of any successful relationship, and without it, a sale is unlik...
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