Whether the goal is to find common ground or show our merit through raw expertise, salespeople need to meet prospects at their level in order to be successful. As a senior non-profit leader and contributor to Forbes, Dr. Nicole Fisher Roberts knows this well. Nicole is the Executive Director of Feed A Billion, an international nonprofit that feeds girls around the world to prevent food insecurity, exploitation, and trafficking, and the founder of Health & Human Rights Strategies, an international institute that works to promote the advancement of health care and human rights. 

In this two-part one-on-one interview, Dan continues his deep dive into the core attribute of sales—that often vague set of social behaviors we call trust. In this episode, Nicole and Dan discuss the relationship between risk and trust, the power of vulnerability, building trust through questions, and how that old sales pursuit of finding commonalities shouldn’t be your only trust tactic.