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Why Do Most People Buy? Hint: It's one word!

TRUST

According to Charles Green's "Trust-Based Selling," in order to build loyal customers for life, you must value the relationship over the transaction. And, we agree. Especially if you are selling complex products or intangible services.

As Green points out, and our own experience shows, most sales and marketing people either ignore the trust factor altogether, or simply believe the act of building trust is telling their prospective customer all about their expertise, experience, reputation, etc. While this does build credibility, it does not build trust. And with all things seeming equal, the buyer will always choose trust.

So, what's the acid test for "selling from trust?" (Read More)

OTHER RELEVANT SALES AND MARKETING TIPS:

Successful Branding: 5 Key Elements and 1 Mantra!

Brand Relevance—Do you have it?

The Art Of Networking: It's Not Schmoozing

The Sales and Marketing Toolkits! Available via Download or on CD-ROM, our toolkit bundle contains:

  • Over 50 sales and marketing templates (DOC, XLS, PPT, and PDFs)

  • Loads of "how-to" articles and examples

  • 8 Training sessions (MP3 audio files) for your computer or iPod

We hope you find the tips and resources informative and relevant. If you know of others who would be interested in these tips, encourage them to visit tip_subscriptionreferral.htm to sign up. Receive FIVE subscription referrals and we will send you an email to pick out your complimentary sales and marketing template.

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FEATURE TEMPLATES

Strategic Marketing Plan Template

Built in MS Word for easy editing, This plan is probably the most important document you will create throughout your marketing efforts. It establishes a roadmap for your sales and marketing planning, maximizing your resources.
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Marketing Templates
TRAINING
The Science of Sales Workshop

A full-day workshop, providing guidance and tools on sales planning, process and pipeline management, sales tools development, and prospecting techniques!

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Marketing Training
SIGNATURE SERVICE
The Lead Qualifier

Perfect for the sales team that needs to qualify lists for leads, acquire email addresses, establish database accuracy, or develop unique prospect information to assist in lead prioritization/segmentation. Includes Script Writing or Review, Lead Qualification Consultant(s), Caller Training and Management, and Call Tracking Reports.