What does trust look like in a digital world?

In a time when authenticity is rarer than ever, how can salespeople start authentic conversations that lead to authentic connections?

Named one of Salesforce’s Game-Changing Sales Influencers You Should Be Following in 2022, Galem Girmay is the co-founder of RevGenius and has built her brand around starting meaningful sales conversations. 

In today’s episode of The Influential Communicator, Galem explores the role trust plays in the prospect to salesperson relationship, identifies ways to forge more authentic bonds with prospects, explores how to tell you’ve made a genuine connection and talks about the number one mistake salespeople keep making when trying to build rapport (hint: don’t be a creep). 

According to Galem, making a meaningful human connection is one of the most impactful ways to land your next deal.

To hear more of Galem’s communication strategies, hit that play button!

• When trying to make authentic connections, be more curious, be more interested in the other person and be more attentive.

• To establish trust, identify what you both relate to or have in common. Common ground is important – it helps both parties figure out whether the conversation is worth continuing.

• When you make a promise to somebody – especially a prospect – keep your promise. Call them back when you say you will. Follow up with the materials you offered. Keep your word, and trust follows.

• They are paying attention to what you’re saying, engaging in the conversation and making eye contact.

• They are responding back thoughtfully. They’re not on their phones or looking around the room – their attention is on you.

• They’re not dismissing you – they’re asking questions, sharing their own stories and engaging with you as a human being

Useful Resources

Ravi Rajani

Galem Girmay