Are sales people always

tossers? Or just on

pancake day…

By Alistair McQuade

A Group of Salespeople is Called..?

An ‘Aftershave’ of Salespeople

One End of the Spectrum

The least trusted sales people are car sales people followed closely by insurance sales

people.

T= Trust

C = Credibility

R = Reliability

I = Intimacy

S = Self-orientation

Becoming a Trusted Advisor

Trusted Advisor (Maister, Green and Galford, Free Press, 2000)

________T = C+R+I

S

Trust Equation

Reducing Buyer Trust

The presence of self-interest on the seller’s

side is almost guaranteed to put a cold war freeze on relations between buyer and seller.

The Two Reasons Why Trust is Reducing

1) Turnover of sales staff e.g.• 87% in insurance* • 42% in car dealerships

2) Lack of sales training

*The Trust Project, by David J Kurlan

Conclusion

• Building trust is hard to do but easily lost. • Retaining good sales people and training them

well, will help to ensure that your most prized assets, your customers, continue to trust you and keep coming back for more.

Are sales people always

tossers? Or just on

pancake day…

By Alistair McQuade

Are sales people tossers?

Celebrating pancake day…

www.salestrong.co.uk