From the course: Mastering Authentic Influence for Highly Successful Sales
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Start with trust: A formula
From the course: Mastering Authentic Influence for Highly Successful Sales
Start with trust: A formula
- So trust is an important aspect of selling, obviously. That's almost too obvious a question and yet we all ask it because we want to be trustworthy. It's right there in the title, trusted advisor. So how do I augment that trust equation? And what does it mean in terms of my being able to be truly influential? There's actually a formula for trust and we talk about it in the program. The importance of it is the fact that people need to see you on two factors. One is that you're credible, that you actually know what you're talking about, you're not cutting your teeth on their dime kind of thing. And the second is they need to know that you care. Stephen Covey said it really beautifully. They don't care how much you know until they know how much you care. And the combination of empathy and credibility creates a formula for them to say, hey, I really trust you. And the important aspect of that is that it offsets their…
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