The Importance of Trust In The Sales Process

There are many schools of sales, but one element drives more of my sales thinking than anything else. And that is TRUST.

Without trust, everything else doesn't matter:

  • Marketing,

  • Materials,

  • One-Pagers.

Too many people focus on getting through their calls, getting through their pitches, creating the perfect presentation or PDF. All to give the buyer a boatload of hidden signs why they can't trust you.

Most early-stage buyers are trying to learn. Learn about their own issues, and learn about issues they might face in the future.

I find most late-stage buyers are simply looking to understand what you are good at. If you can't clearly communicate that, then you are already in trouble in an unrecoverable way.

More than anything, that requires humility about your own solution. Easy to say, difficult to do if you have a quota.

Rick Watson

Rick Watson founded RMW Commerce Consulting after spending 20+ years as a technology entrepreneur and operator exclusively in the eCommerce industry with companies like ChannelAdvisor, BarnesandNoble.com, Merchantry, and Pitney Bowes.

Watson’s work today is centered on supporting investors and management teams incubating and growing direct-to-consumer businesses. Most recently, in partnership with WHP Global, Rick was a critical resource in architecting the WHP+ platform, a new turnkey direct to consumer digital e-commerce platform that powers AnneKlein.com and JosephAbboud.com.

Watson also hosts a weekly podcast, Watson Weekly, where he shares an unbiased, unfiltered expert take on the retail sector’s biggest players.

In the past year alone, Rick has spoken at many in-person and virtual events as well as podcasts on topics ranging from retail/ecom to supply chain/logistics and even digital grocery including CommerceNext IRL, ASCM Connect, and Retail Innovation Conference.

https://www.rmwcommerce.com/
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