“The larger the transaction, the more trust that’s likely going to be required.” – Scott Ingram in today’s Tip 246
How do you quickly establish trust in a more transactional environment, and how do you build substantive trust in a large deal enterprise environment?
Join the conversation below and check Florin Tatulea’s LinkedIn post!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. One of the most interesting conversations I saw on LinkedIn this week was in response to a question that Florin Tatulea asked. His question was: “In sales, we talk a lot about the importance of building a relationship with our prospects/clients and how established trust and a partnership approach to selling is more important than features or price. Is there a certain threshold from a transaction value perspective that this becomes true? If so, in your experience, what is that value?”
The consensus in the answers which I tend to agree with seems to be that it’s less about the relationship and more about trust. The larger the transaction, the more trust that’s likely going to be required. It’s ultimately less about being friends and getting together for drinks or golf or whatever and a whole lot more about whether or not you’re trusted to do what you say you’re going to do and trusted to ensure that your solution and your company deliver on the promises that you’ve made. Shoutout here to Kyle Gutzler, John Zornes, Waylon McGill, Nick Jackson and Aaron Booth who all contributed to a really thoughtful discussion. If you’d like to read their ideas and even add some of your own there’s a direct link to the thread at DailySales.Tips/246. I suppose the natural follow-on question is how do you quickly establish trust in a more transactional environment, and how do you build substantive trust in a large deal enterprise environment? Sounds to me like a great future sales tip. Will you be the one to share it? We’ll have a link to the tip submission process as well at DailySales.Tips/246.
Thanks for listening and be sure to come back tomorrow for another great sales tip!