You’ll want to come back to this episode again and again because it’s a game-changer! In all of our experience, one of the key biggest problems that we see is an inability to establish trust with a prospect. During this episode, Brook and Ryan set the record straight and talk about how to establish trust before, during, and after your sales engagement, whether your prospect decides to buy on the call or not. Learn how to create consistency between marketing messaging and direct engagement with clients, position yourself as a true trusted advisor, and build trust one step at a time. We explore the importance of team communication, how to ask meaningful questions, and grow to understand the pain, the dream, and the gap for your client. You’ll also hear us unpack what it means to ask deepening questions, why it is so critical to stay true to the experience you promise, and why you should value when clients say ‘not now’ rather than get discouraged by it. This episode offers listeners a linear path to building massive amounts of trust. Get ready to sharpen your sales sword today! Thanks for listening.

Key Points From This Episode:

• The challenge of establishing trust with a prospect during sales engagements.
• Effectively bridging marketing messaging with sales conversations.
• What it truly means to position yourself as a trusted advisor.
• Creating trust through sharing personalized client results and testimonials.
• Why it is so valuable to build trust one step at a time.
• Communicating outcomes and expectations from the first step.
• Establishing real trust once you are in a sales call.
• The importance of building a strong dynamic of team communication.
• Building rapport through meaningful questions and understanding the client’s needs.
• How to grow your understanding of the pain, the dream, and the gap for your client.
• What it means to ask deepening questions in order to allow people to elaborate.
• Staying true to the experience you promise.
• Understanding the value of a response that says ‘not now’ rather than ‘yes’.
• Why it is important not to allow emotions to lead in the follow-up process.
• The correlation between buying behavior and trust.
• How to implement the advice laid out in this conversation.

Links Mentioned in Today’s Episode:

Ryan Lang on LinkedIn

Brook Bishop on LinkedIn

Empire Partners

Empire Academy

The Coaching Equation Podcast on iTunes