Question
What is Janice Gordon's perspective on the role of trust in sales?
Answer
According to my understanding of Janice Gordon's perspective, trust is a critical component in sales. She believes that trust is built through building relationships and can be destroyed by the behaviours demonstrated within the relationship. Trust is gained through three levels: organisational, interpersonal, and personal.
She emphasizes that trust affects the quality and depth of every relationship, every communication, every business opportunity, and every sale. Sales leaders and executives that recognise how much trust impacts sales results will not overlook its importance.
Janice also suggests that sales professionals should focus their energies on those relationships that have the strongest business fit, potential opportunity, and mutual connection. These are what she calls the most valued customers.
Would you like to know more about how to build trust in sales relationships?