The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

How Sellers Can Build Trust With Buyers in Remote Settings   Virtual and remote settings are now part of the sales process due to the ongoing pandemic. As a result, it can be hard for a salesperson to build trust with your buyers you can’t meet face to face. In this episode, we’ll look at ways trust can be built regardless of proximity. Russell Wurth is the global VP of Sales Enablement at Showpad and has had an expanding range of experience over the last 20 years.     One of Russell’s favorite books, The Trusted Advisor, has a great formula for trust: Trust is credibility plus reliability plus intimacy divided by self-orientation. Trust is about developing credibility and reliability with a bit of intimacy. The thing about intimacy is that it’s hard to develop virtually. This is something that you build by personal interaction through dinners, lunch meetings, and other events. With the lack of personal meetings, however, sales reps now need to rely heavily on their credibility and reliability.  Developing pe