Trust of Salespeople
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5 Keys to Get Prospects to Trust You and Then Buy From You
- November 27, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For most of 2017 those of us in the US have been inundated with political news. That means lots of talking points (or spin) and of course talking points and selling go hand and hand, right?
Maybe.
While catching up with the latest news during the Thanksgiving break, I heard talking points from both sides of the political spectrum. I was very disturbed with the lack of facts in those talking points. First we’ll discuss the lack of facts and then we’ll discuss how to make sure your talking points hit home with your prospects.
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Trust and Integrity in Selling May Not Be What You Think
- July 28, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
as far as salespeople go, the holy grail is the salesperson who is both likable and has high integrity. I believe there are significantly more salespeople in this sales category than the other three categories combined. This may surprise people who are not in the sales professions because while salespeople constantly fight the stereotype of the snake oil salesperson, more often than not, it’s the prospects who lack integrity. They withhold information, bluff, play games, mislead salespeople and outright lie.