Sales Trend 4 from the Barrett 12 Sales Trends Report for 2019 explores how working within a culture of mistrust affects salespeople and their ability to develop trusted relationships with clients.
Building trust is key to sustainable long term sales relationships. This is surprisingly true even for very large B2B sales, despite the availability of hard facts on the buying company’s reliability, cash flow, payment morale, etc. Trust is still key to long term relationships that doesn’t require controlling and compliance functions all the time.
Creating and earning trust is therefore a skill salespeople have to master, and indeed, a lot of sales trainings and the respective literature focusses on … read more by subscribing.
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