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Trust is never automatic. It must be earned and should never be taken for granted. |
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By Phil Whitebloom, Founder of BeenThere Consulting Service |
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About a 3-minute read |
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Trust Is a Business Advantage Trust is not a soft skill. It is a business advantage. To help your sales team build stronger customer relationships, earn more referrals, and improve sales results, contact me at Phil@BeenThereCS.com or visit BeenThereCS.com. |
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When Earned Trust Became Critical Many years ago, while working as a salesperson in Sony’s Government Sales Division, I developed a strong relationship with a federal law enforcement agency. Over a few years, I assisted them with a variety of needs and earned their trust. In one particular case, that trust became extremely important. Sony had developed a large video scanner and printer. Today, we take this capability for granted, but at the time, the technology was new and highly advanced. The agency operated a sophisticated laboratory where technicians could recover evidence that appeared to have been destroyed. In this case, they had been unable to recover what they needed. I received a call telling me to be there first thing the next morning and to bring the video scanner. I had no idea what I was walking into. I went to the discreet laboratory in a high-rise building. The law enforcement officer explained that they were investigating a murder. Investigators had found a handwritten note at the scene that had been burned and thrown into a trash can. The note had not been completely destroyed, but the technicians had been unable to reveal the writing. We used the Sony video scanner to scan the image of the burned note into an IBM computer. I was then locked inside the laboratory and told what they needed me to accomplish. If I could make it work, they needed the result by noon. They were going to court that afternoon, and the information was needed for the case. For the rest of the morning, I worked with the video scanner, repeatedly changing its settings and trying different combinations of adjustments. Shortly before noon, I achieved success. The handwriting on the burned note became fully legible. The law enforcement officer took the image to the courtroom, where it was used as evidence in the case. It provided what was needed to convict the murderer and send him to prison. |
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This Story Is About Trust This story is not about technology. It is about the power of earned trust. The people involved trusted me enough to include me in an important mission. They had confidence that I would give the assignment my full effort and that they could rely on me. They trusted me to participate in a highly sensitive investigation, meet an important deadline, and keep everything confidential. The assignment was a huge success, and my relationship with individuals from that agency continued for more than 30 years. The trust I earned was not limited to that agency. Because of it, they continually referred me to other people throughout the U.S. government. That is what trust in business can accomplish. It strengthens professional relationships, builds credibility, generates referrals, and creates opportunities that would not exist otherwise. |
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💡BeenThere Sales Tip of the Week |
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Earned trust is the great contributor to long-term business relationships and consistent referrals. |
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Building Trust in Sales Many factors go into building trust in sales. I could tell stories about each one and the positive difference it makes when handled correctly, as well as the damage caused when it is not. Salespeople build trust through consistency, reliability, integrity, and the way they respond when the stakes are high. Customers need to know that your words and actions match and that they can rely on you when it matters. As a sales coach and mentor, I work with salespeople, sales teams, and businesses to hammer home the principles that build customer trust, strengthen long-term business relationships, and support lasting sales success. Trust, like integrity, takes time to build. One serious mistake can undo all the good that came before it. |
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Build Trust That Lasts Trust does not happen by accident. It is earned through what you and your sales team do every day. To have me speak with your team, work with your business, or address trust, customer relationships, referrals, or any other sales-related challenge, contact me at Phil@BeenThereCS.com or visit BeenThereCS.com. |
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Good Selling! 🏢Founder, BeenThere Consulting Services
Contact Information: 📅 Schedule a conversation: https://forms.gle/346ZXKYfYqdbzqu19 📞 240-305-7149 📅 Schedule your Discovery Call here or scan the QR code below to schedule a conversation and explore what intentional coaching and disciplined preparation could look like for you and your team. |
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🤝Join us for at an Early Adopter Rate by clicking here, or scan the QR code below: |
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Have a topic you want me to cover next? Email me at phil@beentherecs.com. I read every note. |
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