In this episode of Selling From The Heart, Dr. Yoram Solomon joins Larry Levine and Darrell Amy to discuss the importance of trust in sales. He shares his research on trustworthiness and how it impacts sales success. Dr. Solomon explains his trust-building model, which consists of six components: competence, personality compatibility, symmetry, positivity, time, and intimacy. He emphasizes the need for salespeople to be genuine, confident, and empathetic in order to build trust with clients. Dr. Solomon also highlights the importance of avoiding BS and being honest when you don't know something. He concludes by encouraging salespeople to focus on building trust rather than competing on price.

Dr. Yoram Solomon is the founder of the Trust Habits Institute, teaching companies and individuals how to build trust in teams, be trusted by others, and know who to trust. He has published 12 books, holds 22 patents, and has written over 200 articles. Dr. Solomon is one of the top 20 global thought leaders on corporate culture and innovation.

KEY TAKEAWAYS

Trust is the most important quality for salespeople, with 77.4% of people considering it the most important.

Trustworthiness can increase the price a salesperson can charge by 29.6% compared to an untrustworthy salesperson.

Building trust requires competence, personality compatibility, symmetry, positivity, time, and intimacy.

Salespeople should be confident, genuine, empathetic, and avoid BS to build trust with clients.

HIGHLIGHT QUOTES

"Sell with trust, not price." - Dr. Yoram Solomon

"The customer is not always right. This is about your success, not about pleasing you." - Dr. Yoram Solomon

Learn more about Yoram Solomon:
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Learn more about Darrell and Larry:

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