"Any combination of these elements can prove to be the undoing of a potential sale. But one of them stands out. The last item, lack of trust, kills more sales than the other four reasons combined. The implication for the professional seller is dramatic. No matter what else you do well, if you don’t have credibility with your customers you’re going to lose. Nobody buys from a person he doesn’t think can be trusted."

-- Stephen E. Heiman and Diane Sanchez

Seal Program Overview

The Problem

Very few, if any, professionals or organizations compete for business in a vacuum. Nearly any time a potential customer needs to purchase a product or service, there will be competitors. So, while the brand of your organization, product or service will help potential customers determine if you will be in their considered set, it is your selling professional’s ability to differentiate your products or services from competitors that determines if you win or lose the business.

Unfortunately, most companies focus heavily on sales and marketing efforts to differentiate their company, products or services, but have left out what today is the most important variable – differentiating the professional selling the product or service.

According to research, the number one decision factor for buyers in many purchases is the level of trust in the selling professional - not the company, or features and benefits of the product or service. Of course, you have to look to research to find this out because buyers will very rarely tell you the business was won or lost because of trust. Click here to learn more about the importance of the trust factor during the selling process.

The TrustBuild Mission

TrustBuild services are designed to increase your sales by focusing on one simple, but critical mission:

To help individual and organizational selling professionals clearly differentiate themselves from competitors by building greater levels of trust with potential customers during the selling process.

Are TrustBuild Services For You?

TrustBuild services are a great fit for:

Business-to-business and business-to-consumer industries where sellers are involved in complex purchase decisions (intangible services, higher-ticket items, longer buy cycles or multiple decision makers) and where face-to-face interactions occur between buyer and seller.
Individuals involved in the sales process as a profession or as a significant part of their job responsibility. (Including sales representatives, investment representatives, independent professionals, consultants, real estate agents, financial planners, etc.)
Individuals and selling organizations who understand the importance of building buyers’ trust.

Learn more about TrustBuild services to improve your selling process.

Terrakon is the TrustBuild Service Provider.

10805 Sunset Office Drive, Suite 300 — St. Louis, MO 63127