Compete on trust, not price

87% of business buyers expect sales reps to act as trusted advisors. They don’t want discounts. They want outcomes. To make your sales approach about outcomes, focus on building trust. It’s the big things, and the little things.

Letting the little things slide can be a costly mistake. One client said they chose me because I always responded to their emails quickly. This means there’s someone out there who lost a deal because they let an email sit for too long. The details add up. Create polished presentations, follow up on meetings with helpful notes and next steps and check in to see how your customer is doing. That’s how you build trust.