In today’s video from my series of Sales Acceleration Interviews with leading sales experts, I talk with Mark Roberge, Chief Revenue Officer for HubSpot’s Sales Division, about the strategies sellers should take to quickly develop trust with their prospects.
In this excerpt from our extended discussion of sales acceleration strategies, Mark identifies the essential steps a seller needs to master in order to accelerate customer decision making.
Among the steps Mark specifies are:
1. Quickly developing trust with people who don’t know you (i.e. buyers.)
2. Leveraging trust to win permission to ask great questions.
3. Tailoring your normal sales stories to resonate with the prospect’s particular situation.