“I need to learn about you” isn’t a trendy catchphrase. It’s one of the core components of building trust. Saying this phrase and not executing on it is one of the quickest ways to deteriorate trust. 

 

In this episode, Kristie shares a recent experience with Dan where she was the prospect being sold to. She shares how the sales professional emphasized learning, but was only concerned with sharing their expertise and demo. Ironically, the salesperson’s frustration with not being able to align their solution could have been avoided if they had done simple research and learned about Kristie’s situation. This breakdown will help you avoid making the same mistakes.