Rachel

Can you systematize trust-building in sales? Trust unlocks a prospect’s heart and mind to take the next step in the sales journey. But most founders and sales reps struggle with consistency in building trust. Sometimes it comes really easy. Other times it seems impossible. If that’s you, watch this 4-minute clip from Episode 12 of the Systematic Selling Podcast. I asked @rdreeke, former chief of the FBI Counterintelligence Behavioral Analysis Program, this question: Can you systematize trust-building (to create more consistent results)? The short answer is yes. In this clip, Robin breaks down his system, which he calls "The Four Keys of Communication.” Follow these “keys” to *consistently* inspire others to want to listen, take action, and feel safe with you: 1. Seek their thoughts and opinions instead of telling them yours. Listen to and show interest in the other person's perspectives rather than pushing your own views. 2. Talk in terms of their challenges, priorities, pain points, and any friction they're dealing with in life instead of yours. Focus the conversation on their problems, concerns, and what matters to them rather than your own issues. 3. Be non-judgmentally curious and validating of them and who they are, the life choices they're making, and how they're walking their path in life. Show genuine interest in understanding them without passing judgment, and validate their experiences and choices. 4. Empower people with choices. Offer them at least two choices or options, which makes them feel safe and in control because the choices you're presenting are acceptable to you as well. 🎧 Listen to the full episode here: systematicselling.co/p/e12-the-trus… Or on your favorite podcast player. (Search "The Systematic Selling Podcast.") ____ Enjoy this? Share it and follow me @seanmlyden for more in the future!