Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time

8. Cementing credibility and trust

‘No-one wants advice, only collaboration.’

—John Steinbeck, Author (1902–1968)

In this chapter we look at how to make sure that you keep in contact with the buyer and continuously maintain or improve the level of trust.

Neal and Danube Computers Ltd – part 1 Richard and Emily had a meeting with Neal, head of technical development at Danube Computers Ltd. Neal had expressed interest in FuturePerfect helping them with the technical development of some of their own machines. The meeting went very well and Neal said he would call Emily in a few days with the decision. A week passed and still no contact from Neal, so Emily decided to initiate the call. Neal’s secretary answered the phone and explained that Neal ...