trust

  • Examples of How Salespeople Lose Credibility with Their Prospects

    • October 29, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You probably thought I would write a world series article but there wasn’t much tension or anxiety in this series as the Sox dominated.  So instead of an epic baseball related article, you’re going to read about trust and credibility.

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  • Top 10 Indicators That You Have a Trustworthy Sales Prospect

    • April 28, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    there are some indicators that we can identify, to help salespeople have a better handle on whether the prospect is being honest and whether or not they will buy.  But these are not replacements for instinct. These indicators do not change the facts, they cannot move the opportunity to another stage of the pipeline or sales process, and they cannot alter the probability of closing.  They are simply indicators:

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  • Trust in Selling is Becoming More Important Than Ever

    • February 26, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Trust is becoming more important than ever.  Companies are focusing more on integrity and values, and that’s from both sides of the door.  They are looking for salespeople, vendors, suppliers, partners and trusted advisors who have strong integrity.  And they are also hiring the people (in this case, salespeople) who are deemed to be of a higher integrity.  Trustworthy is the operative word here.

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