TLDR: Building trust with buyers as a salesperson involves understanding the customer's point of view, asking quality questions, and positioning yourself as a subject matter expert to provide insight and recommendations that align with the customer's needs.

1. 00:00 🔑 Building trust with buyers involves defining trust with three components: pov, sme, and biim. Point-of-View + Subject Matter Expert + Best Interest In Mind.


2. 00:31 💡 Understand the customer's point of view, ask quality questions, and position yourself as a subject matter expert to build trust.


3. 01:17 💡 To build trust as a subject matter expert, provide insight beyond obvious information and empathize with the other person's point of view through quality questions.


4. 01:59 💡 Customers want you to advocate a position and recommend something, so as an expert, listen to their needs and propose solutions.


5. 02:46 🤔 Trust is built by allowing the expert to make the decision.


6. 03:09 💡 Customers want clarification, confirmation, and confidence from salespeople in order to make a buying decision.


7. 04:05 🔑 Listen and understand the customer's needs before making recommendations to build trust.


8. 04:56 🔑 Building trust involves asking clarifying questions, actively listening, and taking time to align with the other person's needs before presenting a product or service.



#trust #buildingtrust #asbn

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