Navigating the Trust Recession - Sales Strategies for Today’s Market with Dan Englander

Mar 3, 2025

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Are you struggling to get potential clients to trust you in today’s skeptical marketplace? Do you feel like the old sales tactics just aren’t working anymore?

What if you could tap into the underlying reasons behind purchasing decisions, gain instant trust, and stand out in a sea of competitors without resorting to aggressive tactics?

In this Mastering Excellent Series episode, Nikki speaks with Dan Englander, CEO of Sales Schema, on the importance of understanding past sales trends, managing the present "trust recession," and leveraging strategic commonality to build true connections.

Learn how to detect the underlying patterns that influence buyer behavior today. Discover why trust is at an all-time low and how to overcome mistrust.

Discover how to utilize commonality to break through the noise and build real relationships. Learn the hybrid approach to selling that keeps prospects engaged without wasting time.

Find out why your choice of words can make or break a sale—and how to avoid sales-killing language.

If you want to future-proof your sales approach, connect with high-value prospects, and sell with confidence in today’s shifting landscape, this episode is a must-listen.

Dan Englander is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies, and he hosts The Digital Agency Growth Podcast. Previously Dan was the first employee head of new business at IdeaRocket, and before that, Account Coordinator at DXagency. He's also the author of Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business, Mastering Account Management and The B2B Sales Blueprint. In his spare time, he enjoys developing new aches and pains via Brazilian Jiu-Jitsu and spending time with his wife Sarah and their son Adrian in NYC.

Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!

In This Episode:

[02:31] We're going to talk about how to look to the past in order to look to the future.

[03:56] We learn about Dan's many jobs until he read Tim Ferriss's book and started thinking about alternatives.

[04:55] He mostly worked in agencies until he started Sales Schema as a fractional new business team.

[06:18] His tendency is to go to the past to figure out the future.

[07:03] he's a believer in building energy through meaning. He's a fan of Viktor Frankl's book, Man's Search For Meaning.

[08:55] The advantage of being able to look at history and understand why something does or doesn't work.

[09:55] Figuring out why something is no longer working.

[11:26] What has changed with the people you're interacting with? Historically we're kind of in a "trust recession".

[13:25] The internet and information technology has delivered a lot for us, but we don't know how much more value there is left to be extracted.

[14:47] The stuff that's going to be valuable is the stuff that has been valuable. Such as things that have been scarce.

[16:22] When you know we're in a "trust recession" you need to find a way to differentiate yourself. Go back to what scares like commonality.

[17:47] The things that people want long-term change over time.

[19:06] Pay attention to trends and notice how they are the same or different from past trends.

[22:14] Nikki says that rapport builds relationships and people want to buy from people who they trust and have a relationship and connection.

[24:15] Dan gives an example of hybrid sales. They have video content which they include with their sales process.

[27:19] The advantages of repelling people who aren't in alignment as fast as possible.

[29:10] Really paying attention to trends. Just because it worked in the past doesn't mean it's going to work now. Pay attention to what your clients say and what they're looking for.

[30:52] Using secret languages to speak with prospects.

[34:08] The importance of paying attention to language. Words matter.

[36:43] Most of what we see now is downstream of technology. The order seems to be a scientific breakthrough, to technology, to economy, to culture.

[39:32] Dan's 15-month-old son brings him joy. He also hosted a College radio show and was the hip hop director for a Santa Cruz radio station.

[40:32] His business is pivoting to a training model. They also have a new content channel, and they're messing around with a lot of new tools.

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