Ways sales reps can reinstate trust — Chad Pulaski // Gryphon.ai

Chad Pulaski, VP of Strategic Opportunity at Gryphon.ai, talks about the disappearing traditional sales process. We’re at a point in the sales game where we’ve lost the trust of our prospective buyers. However, trust is the cornerstone of every buying relationship and there are several steps that sales leaders and representatives can take to ensure buyers and prospects want to do business with them. Today, Chad discusses ways that sales reps can reinstate trust.
About the speaker

Chad Pulaski

Gryphon.ai

 - Gryphon.ai

Chad Pulaski is VP of Strategic Opportunity at Gryphon.ai

Show Notes

  • 02:34
    Sales reps earning the trust of buyers
    Most buyers will come into the cycle hesitant to trust sales reps. Earning their trust is about ensuring that they are heard and that you can convey to them that you have their best interest at heart.
  • 03:42
    How sales reps are breaking trust in the sales cycle
    Sales representatives must talk to buyers to get an understanding of what their pain is and what they are trying to accomplish. So, its really about listening to understand, not just to respond.
  • 06:19
    Building trust in your sales cycle
    What many people lack is the ability to make the product knowledge meaningful to the buyer. Ideally, it comes down to presenting them with an idea and providing a rationale based on their stated pain.
  • 08:37
    Best practices when recruiting sales representatives
    Instead of looking to recruit someone who looks good on paper, look for those other values that aren't on paper. It really boils down to looking at a persons character and their ability to relate to people.
  • 10:44
    Recovering broken trust in the sales cycle
    Identify what was done to break that trust with the buyer initially and deal with it to clear up any misconceptions. The key is to remain open and honest throughout the interactions to be seen as someone they can do business with.

Quotes

  • "As a sales rep, the onus is on us to really dig into it and ask the right questions and ask open-ended questions about different items." - Chad Pulaski

  • "You can teach product knowledge, industry knowledge, and sales motion. You can't teach those intangibles that somebody either has or does not have." - Chad Pulaski

  • "Don't try to get one over on somebody. If you were just open and honest in every conversation you have, you never have to worry about how you come off or break that trust." - Chad Pulaski

About the speaker

Chad Pulaski

Gryphon.ai

 - Gryphon.ai

Chad Pulaski is VP of Strategic Opportunity at Gryphon.ai

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