In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Mark Banfield, CEO of 1E, to discuss the importance of building trust in sales. The conversation delves into how integrity, emotional intelligence, and a deep understanding of the customer’s needs are critical in establishing trust. They also explore how elite sellers differentiate themselves by turning technical capabilities into business outcomes and guiding champions within an organization. Whether you're a seasoned sales professional or just starting, this episode offers invaluable insights on fostering trust and achieving sales success.

KEY TAKEAWAYS

[00:01:18] Integrity and emotional intelligence as cornerstones of trust-building.
[00:02:28] The importance of understanding both the business and personal objectives of customers.
[00:03:14] The value of patience and deep understanding during the discovery phase.
[00:04:09] Attaching to the biggest business issues: Turning technical capabilities into customer outcomes.
[00:04:59] Preparing customers for internal communication: A crucial step in building trust.

HIGHLIGHT QUOTES

[00:01:49] "Selling is more about listening than it's about anything else.
[00:02:48] "Integrity happens by your actions—what you say you're going to do, you do."
[00:04:09] "You have to attach yourself to the biggest business issue facing that customer. Once you do that, the road is paved with gold."
[00:04:33] "When they allow you to influence that decision criteria with your differentiation, that's trust."

Listen to the full episode through this link:
https://revenue-builders.simplecast.com/episodes/improving-productivity-and-reducing-friction-in-the-workplace-with-mark-banfield

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/

Read Force Management's eBook:
https://www.forcemanagement.com/roi-of-sales-messaging