F E AT U R E Three Reasons You Should Be Doing More to Help Your Salespeople Build Trust by Dale Carnegie staff
Does trust still drive customer engagement? It does and here’s why: • If they must choose, the majority
of customers will do business with those they trust over where they can get the absolute lowest price
• Having trusted business
relationships with your customers, through your salespeople, gives you three key advantages your competitors can’t take from you
T H E
C O N T R A C T O R ’ S
With more and more transactions in our lives becoming self-service, anonymous and remote, it’s not crazy to wonder whether trust even matters in the buyer-seller relationship anymore. But it does. In a recent study, Dale Carnegie & Associates examined this concept with a survey of more than 1,600 consumers, aged 21 and over, from the top six consumer economies across North America, Europe, and Asia. Following are the results of the study.
C O M P A S S
Why customers still value trust over getting a lower price Trust is critical in an economic relationship. In fact, 71% of respondents to our survey said they would rather buy from a salesperson they completely trusted than one who gave them a lower price. Why? Because humans want to avoid risk – and construction projects, whether small or large, B2C or B2B, carry elements of risk. Among others,
D E C E M B E R
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