LinkedIn Asked 11 Sales Influencers about How to Build Trust in the Sales Process. Their Responses May Surprise You!

The LinkedIn State of Sales Report confirmed that the trust factor is a key to closing deals. In the most recent report, sales professionals in the United States rank trust as the No. 1 factor in closing deals (40 percent) — above ROI and price. More important, 51% percent of decision makers rank trust as the top factor they desire in a salesperson.

Other findings in the State of Sales report indicate that professional and social networks are helping sales professionals better understand buyers’ needs and establish trust early on. For instance, 62 percent of decision makers look for an informative LinkedIn profile when deciding whether to work with a sales professional

To gain further insight into how trust impacts the buyer’s journey, we asked a cross-section of sales industry experts this question: “What are some critical ways that a salesperson can establish trust with prospects?”

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