At The Business of Trust, we help individuals and teams in B2B organisations and professional services firms improve their ability to build trusted relationships with their clients, and each other, in order to grow sales and win more profitable work.
Why is this needed? Because people hate being sold to, and yet most consultants still focus on getting a sale rather than building trust so that people want to buy. They revert to a ‘hard sell’ approach – going down the path of a traditional sales pitch meeting where they talk all about themselves and their business or offering.
The problem with this approach is that it undermines trust and positions you to build a technical relationship where you usually only win on price.
So why do people do it? Because they lack the confidence, tools and techniques to do it a better way.
That’s why we exist.
We work with our clients to not only improve their individual ability to build trust and win work, but their organisations’ ability to deliver on their client strategy and build their visible expertise to make it easier for their consultants to get ‘in the door’.