{"id":289,"date":"2018-01-13T16:50:22","date_gmt":"2018-01-13T20:50:22","guid":{"rendered":"https:\/\/www.saudercpa.com\/blog\/?p=289"},"modified":"2018-01-13T17:03:37","modified_gmt":"2018-01-13T21:03:37","slug":"trust-based-selling-an-abbreviated-book-report-segment-ii","status":"publish","type":"post","link":"https:\/\/www.saudercpa.com\/blog\/2018\/01\/13\/trust-based-selling-an-abbreviated-book-report-segment-ii\/","title":{"rendered":"Trust-Based Selling \u2013 An Abbreviated Book Report — Segment II"},"content":{"rendered":"

Trust-Based Selling \u2013 An Abbreviated Book Report for At-Work Entrepreneur\u2019s<\/strong><\/p>\n

\u00a0Preface: Trust-based selling is far beyond common processes and laws of selling; it is\u00a0in a fundamental fashion,\u00a0the human spirit of selling. Trust-based selling is a people process; it\u2019s about living and working [selling] with a set of core beliefs, values, and principles, gilding trusted behavior.<\/em><\/p>\n

Trust-Based Selling \u2013 Segment II<\/strong><\/p>\n

Report Credit: Donald J. Sauder, CPA<\/p>\n

Why should buyers easily trust sellers? Sellers objectives have one purpose often — to get a sale. Therefore, sellers most often do not have the buyers interest at heart. Trust-based selling is built on a foundation of true customer focus, collaboration, transparency, and a far sighted perspective. You cannot use trust as selling\u00a0tactic, solely. Your customers are smart; they can see rather quickly whether sellers are wearing self-centered shades in the conversation, and they know intuitively, even if they can\u2019t point to what\u2019s wrong \u2013 that a seller usually cannot be trusted.<\/p>\n

Trust is no easy matter because it based on beliefs and principles, not on techniques or processes. Trusted based selling is behavioral selling. Trust-based selling is matter of living your beliefs, values, and principles to behave in trustworthy manner. This requires consistent principled behavior, not a fabricated fa\u00e7ade. [The behavioral selling principle rests well with certain groups of sellers, e.g. Amish business owners intuitively approach selling while living their personal beliefs, values and gilding principles –\u00a0each day\u00a0 {authors report\u00a0note}.]<\/em><\/p>\n

Collaborative approaches to selling are necessary to be successful with trusted based selling. Trusted seller need to pick-up the phone and ask what the buyer wants, and how you can help the buyer. Some sellers fear collaboration, they have too much ego, and can\u2019t share the pie; or they fear lack of knowledge; fear\u00a0collaboration will help competitors, or result in lower prices. These fears are only in the sellers mind, and not objective marketplace conditions.<\/p>\n

A far-sighted perspective makes you willing to make certain investment in relationships, and obtain\u00a0better data for a higher return on investment. Fear that there will not be an opportunity tomorrow or next year; or that they [the seller]\u00a0could be taken advantage, i.e. how will I benefit; or fear of not getting the reward right here, right now, because it might not come up again; these are the results of a lack of trust. A lack of trust results in fear.<\/p>\n

Transparency builds trust. Secrets breakdown trust. Being transparent and letting buyers into your business, and into your thinking — builds trust. Transparency removes doubt about motives, helps your clients know you\u2019re telling the truth, builds your reputation; and since your flaws and strengths are evident in transparency, people can make sensible judgement about you. Clients reciprocate by being open and above board as you gain credibility.<\/p>\n

It is not surprise that not everyone practices transparency. Yet, this is how you build a trusted-based selling relationship. After all, is it prudent to show all your selling cards to those on the other side of the table? Again, this transparency resistance is a result of fear. The courageous seller who doesn\u2019t fear rejection, doesn\u2019t fear losing control of a sale, or doesn’t fear helping competitors, will be perceived as an honest and trustworthy seller \u2013 and that my friend, is trust-based selling.<\/p>\n

Buyers will trust you not solely on your ability to get things done; because trust-based selling it is not a business process or a business system. It business neutral. Trust-based selling is far beyond common laws of selling, it is essentially the human spirit of selling. Trust-based selling is a people process; it\u2019s about living and working [and selling] with beliefs, values and principles gilding trusted behavior.<\/p>\n","protected":false},"excerpt":{"rendered":"

Trust-Based Selling \u2013 An Abbreviated Book Report for At-Work Entrepreneur\u2019s \u00a0Preface: Trust-based selling is far beyond common processes and laws of selling; it is\u00a0in a fundamental fashion,\u00a0the human spirit of selling. Trust-based selling is a people process; it\u2019s about living and working [selling] with a set of core beliefs, values, and principles, gilding trusted behavior. … Continue reading “Trust-Based Selling \u2013 An Abbreviated Book Report — Segment II”<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1],"tags":[],"_links":{"self":[{"href":"https:\/\/www.saudercpa.com\/blog\/wp-json\/wp\/v2\/posts\/289"}],"collection":[{"href":"https:\/\/www.saudercpa.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.saudercpa.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.saudercpa.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.saudercpa.com\/blog\/wp-json\/wp\/v2\/comments?post=289"}],"version-history":[{"count":4,"href":"https:\/\/www.saudercpa.com\/blog\/wp-json\/wp\/v2\/posts\/289\/revisions"}],"predecessor-version":[{"id":293,"href":"https:\/\/www.saudercpa.com\/blog\/wp-json\/wp\/v2\/posts\/289\/revisions\/293"}],"wp:attachment":[{"href":"https:\/\/www.saudercpa.com\/blog\/wp-json\/wp\/v2\/media?parent=289"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.saudercpa.com\/blog\/wp-json\/wp\/v2\/categories?post=289"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.saudercpa.com\/blog\/wp-json\/wp\/v2\/tags?post=289"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}