The Advanced Selling Podcast The Trust Crisis: 4 Levers to Build Credibility
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Aug 8, 2025 Explore the urgent trust crisis in sales, where skepticism reigns due to past dishonesty. Discover four key strategies to enhance your credibility: prioritize understanding over selling, walk away when the fit isn’t right, demonstrate value before pitching, and lead with solid proof instead of empty promises. Each interaction you have either strengthens or undermines trust. In a world rife with doubt, the quickest way to win is by proving your trustworthiness.
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Widening Trust Crisis
- Research shows trust in companies is falling fast and prospects come in skeptical.
- People often trust individuals more, so building a personal brand increases credibility.
Understand Before You Pitch
- Stop selling and start understanding the exact nature of the prospect's problem and desired destination.
- Avoid premature pitching because it kills deals and destroys trust.
Walk Away When Fit Is Off
- Be willing to walk away when the fit isn't there after an initial call.
- Evaluate interest and vulnerability early and decline mismatches quickly to preserve credibility.
