EP228: Blowing the Trust: Are you working for your competitor?

Market Dominance Guys

May 30 2024 • 24 mins

In this episode of Market Dominance Guys, Chris Beall and Corey Frank dive into how sales reps can inadvertently end up working for their competitors by blowing the trust built in the discovery call. When a prospect agrees to a meeting, they're extending trust. But if the rep rushes into a transactional mode, focusing more on their own agenda, they risk shattering that trust. Chris emphasizes that once trust is broken, it's nearly impossible to regain, and the rep may have just handed a well-educated prospect to the competition. Tune in as Chris and Corey explore how to navigate discovery calls and build lasting trust with your prospects in this episode, “Blowing the Trust: Are you working for your competitor?”

Key takeaways from this episode:
  1. Blowing the trust built in a discovery call is like working for your competitor. If you rush into a transactional mode, you risk shattering the trust and handing a well-educated prospect to your competition.
  2. Trust can be built in as little as seven seconds by demonstrating tactical empathy and competence in solving the prospect's problem. However, trust can be easily lost by trying to sell too quickly.
  3. Many sales reps come from "intensity professions" where the default response to a challenge is to push harder. This can lead to reps pouncing on prospects and blowing trust.
  4. Senior management should listen to actual sales calls, not just digest boiled-down reports. Hearing the conversations can reveal issues like reps being too hurried or dismissive of prospects.
  5. Compensation plans that focus on short-term results can inadvertently encourage reps to work for the competition by blowing trust for quick wins.
  6. Modeling behavior is crucial. Managers should treat their team members in the same way they expect reps to treat prospects – not as a competition, but as collaborators.
  7. Skilled reps who can navigate the challenges of a conversation are a critical constraint. Coaching and upskilling reps to have better conversations is key.
  8. AI and automation can provide short-term gains, but without the constraint of skilled reps, these approaches can quickly saturate and become ineffective, like a clogged freeway.
  9. Conversations are the universal currency of sales. Upskilling reps to have high-value conversations is like creating a valuable commodity that can be applied across many situations.
Links from this episode:

Corey Frank on LinkedIn Branch49 Chris Beall on LinkedIn ConnectAndSell