Introducing our 48th episode of ON AIR: With Owen – our latest interview video series with honest conversation about scaling revenue, hosted by our Founder & CEO, Owen Richards.
Ari talks us through the trust-building approach in sales, contrary to the relationship-building approach we see in traditional selling, and how this method can end the chasing game and improve your conversion rate.
– What is trust-based selling and how does it differ to typical selling?
– The ‘shift in mindset’ required for trust-based selling
– Why getting the truth out of a prospect is so important
– Improving your conversion rate with trust-building methods
– How to structure a cold call and the types of language you should use
– How to differentiate your company based on your approach to the market
– How to build trust in the discovery/nurture phase specifically