KNOWING. LIKING. TRUSTING.

Sometimes we focus too much on the profile but forget about what’s important, which is the prospect’s point of view. Letting the prospect know about you, if they would like and trust you, is equally as important as you get to know them.

Don’t miss this very insightful round with Marc as he and Collin unpack more about building trust here in the latest episode of Sales Transformation!

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HIGHLIGHTS

Control the outcome? NOPE
Control the activities? YEP
Show up differently to succeed
Find what they care about and use it
The process works, TRUST IT
Liking and trusting first, before anything else

QUOTES

Marc - There’s no controlling of the outcome:

“Here's what I know from coaching, here's what I know from being successful in sports, here's what I know from having success in sales is that you can never control the outcome.”

Marc - Take control of getting attention:

“What you can control are the activities, and so as a sales professional, I know the one thing that I need to own across the board in order to be successful, is attention.”

Marc - Find out something your prospect cares about:

“I'm going to find something that I know means something to them. And that's the first thing I'm talking about with them before I go anywhere else is that thing that I noted matters to them, and is about them.”

Collin - Process brings more positive outcomes:

“If you have that process and that discipline to consistently do it, you're going to get more yeses, more wins, more positive replies than if you're not.”

Marc - Make the prospect like and trust you:

“I want to work with somebody that I know, like, and trust. So how can you build that foundation of knowing, liking, and trusting in the very first interaction that you have with the prospect.”

Connect with Marc and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

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