The first year of developing a new sales territory or establishing new customers is a daunting
task especially in dog-eat-dog industries. The traditional advice is to train quickly on
products grab a customer list start calling for appointments discover opportunities and
close deals. In fact almost every sales model out there is based on nothing more than
opportunity management. But jumping straight to opportunity will leave salespeople chasing
their tails and coming up short on payday. With an emphasis on basic sales skills that have
been refreshed for today's generation of buyers Trust-Based Selling shows there is a
significant problem you must overcome when opening up new accounts and territories. No matter
what you are selling your prospect already has a trusted relationship with an incumbent vendor
and will continue to buy from that vendor even when you have the better solution. The playing
field is not level and you re on thewrong side. So how can you compete to win? Trust is the
grease that makes business sales effortless writes sales pro and trainer Dave Monty in this
quick-read book. Opportunity metrics are important but trust and a few sharp insider tactics
Monty reveals is the guidepost that leads to success. Trust-Based Selling an abridgement of
Monty's Sales Hunting helps you start establishing trust before you step foot in a prospect s
door and it shows you the tactics necessary to penetrate new accounts. It also explains: The
new basic sales skills as taught by master salesman Dave Monty Why trust-based relationships
enable you to get and keep customers for life How to get in step with the customer s buying
cycle How to establish trust-based and traditional sales metrics to guide your efforts With
advice based on Monty s twenty years of IT sales and sales management experience along with
principles confirmed by academic research Trust-Based Selling is a fast read that is packed
with real-life examples and prescriptions for achieving sales success. It will prove a
lifesaver for any new salesperson as well as sales veterans needing to develop new skills and
rekindle the zeal required to succeed in sales.
