Today, host Matt McDarby welcomes Charles Green, renowned author of Trust-Based Selling and coauthor of The Trusted Advisor and The Trusted Advisor Fieldbook. Charles shares his wealth of expertise on trust-based selling, providing actionable insights for sales leaders aiming to enhance team performance through trust building.
Together with Matt, Charles breaks down the nuances of trust and how personal virtues and institutional values can create a framework for sustainable trust building in organizations. You will learn practical ways to foster strong, trust-filled relationships both within your team and with clients, essential for achieving long-term success.
Tune in for an insightful discussion that explores the essence of trust in selling and leadership.
Show highlights:
- What is the complete definition of trust? [02:24]
- Discover variables to measure trustworthiness using the Trust Equation. [04:06]
- Should emotional trust factors matter less in business? [05:39]
- Explore the two key methods to systematize trust in sales. [11:24]
- Trust factors crucial that lead to customer faith. [14:45]
- Is it possible to build trust rapidly? [18:09]
- Dos and don’ts for fostering interpersonal skills in sales teams. [22:35]
- How sales leaders can trust with EQ, and a helpful self-assessment tool. [26:02]
- The power of a leader’s honest “I don’t know.” [29:08]
- Unlock the “long-term selfish” concept for an effective sales mindset. [32:31]
Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min
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