Selling from Trust

Salespeople today often live in an environment full of force-fed, top-down selling systems, where they are trained and directed to repeat the same monotonic, robotic words with every customer, regardless of how their customer prefers to be spoken to. In Selling from Trust, Thomas Morin offers a more human-centered approach that’s based on the art of the sale, rather than the science. It’s not a selling strategy, but a communication strategy that’s built around how customers prefer to communicate when they’re developing their own personal relationships.Thomas’s approach focuses on the core human values and experiences that stimulate relationships to grow through honesty, respect, actively listening to each other, and, most importantly, trust. Each of these basic human components helps calm the anxious customer’s fears and opens his/her mind to be more receptive to and purchase from a salesperson he/she might have been initially intimidated by.In its basic form, Selling from Trust is a how-to, bottom-up approach to winning the customer first, and only then transitioning to a product presentation with a customer who is more willing to listen and consider what a salesperson has to say, instead of running away from the typical sales pitch heard from one salesperson to the next. It’s a winning approach that can be repeated with every customer because it’s about the customer rather than the selling system.The sales process is a process that, through repetition and finesse over time, gets stronger, more precise, and can lead to more profitable deals and help to establish a solid path to referrals with new customers going forward.