TRUST Matters

When it comes to Enlightened Selling, I have already mentioned that intent counts more than technique, though technique is also important. The area where having the right intent counts most is in building trust early in any new relationship or process.

In his book ‘The Speed of Trust’, author Stephen M. R. Covey. outlines two key principles:

1. You can build trust deliberately and quicker if you know what behaviours, language and tools to deploy. You don’t need to rely on luck or circumstances if you take time to learn and diligently apply the skills.
2. When trust is high, speed is relatively higher, and costs are relatively lower. This means that in the sales process, you. can have open dialogue early in the ‘diagnostic’ or ‘needs.?analysis’ stage. As I have said already, in the sales process, the client or prospect will assign to you an intent. Enlightened Sellers appreciate that if they are unclear about their own intent, then it won’t be clear to clients or prospects.

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