Communication is a foundation of trust

The sales organization needs to effectively communicate that its products or services have inherent value and that the organization has the ability to deliver that value to the customer.  Communication is a foundation of trust.

Each day a sales rep must identify the people whom they want to connect with and reach out with relevant, personalized and timely information .  A recent study estimated that 80% of marketing collateral produced goes unused because the collateral did not meet today’s needs of being relevant, personal and timely.

All communications must demonstrate that sales professional can clearly show that they understand a company’s business issues and articulate alternatives to solve them. After the rep has developed trust through personalized, timely and relevant communication they can engage in a collaborative dialogue focused on creating value.

 

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11. January 2014 by John McGee
Categories: Thought Leadership | Leave a comment

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