About This Episode
As trust becomes the most important currency in the new economy, the act of selling as a de-humanizing process with endless “chasing”, has been completely re-invented and anchored in the timeless values of integrity and trust – through Trust-Based Selling.
So many business owners, consultants, coaches and sales professionals have been led to believe that it’s acceptable to use manipulative techniques and to keep giving away value (free consulting) up front in the sales process – a toxic cocktail that creates an unhealthy and dysfunctional relationship.
You lose the sale, not because you haven’t demonstrated enough value, but because you haven’t created enough trust — a mindset shift that has changed thousands of people’s lives.
If you have potential clients you’ve had a friendly conversation with, and the next step is for you to “follow-up”, something is seriously broken in your sales process. If you do it the trust-based selling way, and if they are qualified, you should be able to onboard them on one consultation, avoiding follow-up, chasing and proposals all together.