Trust Building When Selling Intangibles

Charles Green on his Website www.trustedadvisor.com makes the following key points about building trusted relationships and breaks them into five categories from his extensive research.  I have added comments in Italics about how the

Joe Factor meets these opportunities with a methodology.

1.      The single greatest factor affecting sales and business success is the level of trust in the customer relationship. 

Joe Factor agrees whole heartily with this comment and creating trust then is the next step in this model.   Nobody wants to be sold anything.

2.      The level of trust between businesses and customers is very low these days.
Joe Factor again says of course this is true because too many people have  been   dealt with in sales model that predicates the philosophy of anything for the sale.

3.   Business focused too much on competition—and not enough on customers.
Joe Factor says that focusing solely on price detracts from doing the right  thing for the customer and ultimately you end up in a contest that is only won by lowest price.  The customer gets what he deserves.   The real question should be what competition and what can I do for you.  Mr Green you are right on.

4.   Business has gotten very good at faking trust which is cynical and destroys trust.

Joe Factor again says the system is wrong and has cynicism build right in.  Most people selling intangibles or a product for that matter follow the Mantra  “fake it ‘til you make it”

5.      Genuine trust-based relationships are based on a desire to see the customer succeed—not on a desire to achieve sustainable competitive advantage.
Joe Factor says you are right on!

You see how clearly Mr. Green has identified the issues you confront and begs the question what is the methodology to overcome this harsh realities.   You will find answers in his website and by carefully committing to a program of self discovery about your methodologies.  One of the solutions is to learn a methodology that builds trust and rapport.  
TheJoe Factor can give you this methodology.

Thank you Mr. Green

Talktome@thejoefactor.com

Joe “Factor” White