{"id":2137,"date":"2019-09-22T04:30:20","date_gmt":"2019-09-22T09:30:20","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=2137"},"modified":"2019-09-20T00:40:43","modified_gmt":"2019-09-20T05:40:43","slug":"sales-tip-246-is-it-about-the-relationship-or-trust","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-246-is-it-about-the-relationship-or-trust\/","title":{"rendered":"Sales Tip 246: Is it about the Relationship or Trust?"},"content":{"rendered":"<p><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" src=\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2018\/10\/Web-sqScott_Ingram-0030-Edit-150x150.jpg?resize=150%2C150&#038;ssl=1\" alt=\"Scott Ingram\" class=\"alignright size-thumbnail wp-image-1141\" width=\"150\" height=\"150\" srcset=\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2018\/10\/Web-sqScott_Ingram-0030-Edit.jpg?resize=150%2C150&amp;ssl=1 150w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2018\/10\/Web-sqScott_Ingram-0030-Edit.jpg?resize=300%2C300&amp;ssl=1 300w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2018\/10\/Web-sqScott_Ingram-0030-Edit.jpg?resize=100%2C100&amp;ssl=1 100w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2018\/10\/Web-sqScott_Ingram-0030-Edit.jpg?resize=250%2C250&amp;ssl=1 250w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2018\/10\/Web-sqScott_Ingram-0030-Edit.jpg?resize=200%2C200&amp;ssl=1 200w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2018\/10\/Web-sqScott_Ingram-0030-Edit.jpg?w=720&amp;ssl=1 720w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/>&#8220;The larger the transaction, the more trust that\u2019s likely going to be required.&#8221; &#8211; Scott Ingram in today&#8217;s Tip 246<\/p>\n<p><strong>How do you quickly establish trust in a more transactional environment, and how do you build substantive trust in a large deal enterprise environment?\u00a0<\/strong><\/p>\n<p><a href=\"http:\/\/dailysales.tips\/246\/#disqus_thread\" target=\"_blank\" rel=\"noopener noreferrer\">Join the conversation below<\/a> and check Florin Tatulea&#8217;s LinkedIn post!<\/p>\n<p><a href=\"https:\/\/www.linkedin.com\/posts\/florintatulea_sales-activity-6579729047201304576-N1xA\/\" target=\"_blank\" rel=\"noopener noreferrer\">Florin Tatulea&#8217;s LinkedIn post<\/a><br \/>\n<a href=\"https:\/\/top1.fm\/DailySalesTips\/submit-a-sales-tip\/\" target=\"_blank\" rel=\"noopener noreferrer\">Submit a Sales Tip<\/a><br \/>\n<a href=\"http:\/\/top1.fm\/summit\" target=\"_blank\" rel=\"noopener noreferrer\">2019 Sales Success Summit<\/a><\/p>\n<p>Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: <strong>512-777-1442<\/strong> or Email: <strong>scott@top1.fm<\/strong><\/p>\n<h3>Transcript<\/h3>\n<p>Scott Ingram: You\u2019re listening to the Daily Sales Tips podcast and I\u2019m 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: \u201cIn 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?\u201d<\/p>\n<p>The consensus in the answers which I tend to agree with seems to be that it\u2019s less about the relationship and more about trust. The larger the transaction, the more trust that\u2019s likely going to be required. It\u2019s ultimately less about being friends and getting together for drinks or golf or whatever and a whole lot more about whether or not you\u2019re trusted to do what you say you\u2019re going to do and trusted to ensure that your solution and your company deliver on the promises that you\u2019ve 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\u2019d like to read their ideas and even add some of your own there\u2019s a direct link to the thread at <a href=\"http:\/\/dailysales.tips\/246\/#disqus_thread\" target=\"_blank\" rel=\"noopener noreferrer\">DailySales.Tips\/246<\/a>. 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\u2019ll have a link to the tip submission process as well at <a href=\"http:\/\/dailysales.tips\/246\/#disqus_thread\" target=\"_blank\" rel=\"noopener noreferrer\">DailySales.Tips\/246<\/a>.<\/p>\n<p>Thanks for listening and be sure to come back tomorrow for another great sales tip!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;The larger the transaction, the more trust that\u2019s likely going to be required.&#8221; &#8211; Scott Ingram in today&#8217;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?\u00a0 Join the conversation below and check Florin Tatulea&#8217;s LinkedIn post! Florin&#8230;<\/p>\n","protected":false},"author":2,"featured_media":1141,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":""},"categories":[40],"tags":[],"class_list":{"0":"post-2137","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-daily-sales-tips","8":"entry"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.2 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Tip 246: Is it about the Relationship or Trust? - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-246-is-it-about-the-relationship-or-trust\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 246: Is it about the Relationship or Trust? - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"&#8220;The larger the transaction, the more trust that\u2019s likely going to be required.&#8221; &#8211; Scott Ingram in today&#8217;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?\u00a0 Join the conversation below and check Florin Tatulea&#8217;s LinkedIn post! 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