Mark says it is a shame we even have to talk about trust in sales, and maybe we do as salespeople might not actually trust themselves. Yet building trust is key, not least because a higher degree of trust often leads to a lower need to negotiate. Salespeople need to get ahead of the game as customers don't buy things for today.

Key insights include: Trust is currency of business, Doing damage to your reputation, and Go three levels deep.

Connect with Mark on LinkedIn, and with your host Fred Copestake at https://linktr.ee/fredcopestake.