How well you inspire trust with your B2B customers can be your competitive advantage or kill the sale. Effectively building trust leads to healthy long term customer relationships that is a win for both you and your customer. With customers limiting their “exposure” to salespeople, quickly establishing trust is a must to move the sales process forward.  Dale Carnegie research states 81% of customers are more likely to buy again from a salesperson they trust.

Michael says “There has been a lot of hype from sales training companies on the “hybrid selling.” Let me make it clear, consultative selling skills is still the rock solid foundation of all B2B selling. In fact, myself and ELAvate have been training global salespeople in consultative selling for well over 30 years!

Hiring B2B Salespeople is a substantial investment. Without a solid ramp up or orientation schedule, your sales organization can be wasting valuable time and money on sales reps that are slow to produce, or, even quit!

How well you inspire trust with your B2B customers can be your competitive advantage or kill the sale. Effectively building trust leads to healthy long term customer relationships that is a win for both you and your customer. With customers limiting their “exposure” to salespeople, quickly establishing trust is a must to move the sales process forward.