Episode 76: The Relationship between Trust and Risk

Your prospects don’t know you. They don’t know if you’re there to really help them or just make a sale. Before you can even think about pitching them some kind of solution, they need to trust you and know that you’ve got their back. Doing this out of order can cause distrust and actually add to the potential risk that they perceive. Ultimately, it will result in them staying the course and maintaining the status quo without making a change—even if they really do need to do something different. Listen in as Dan and Kiley discuss the relationship between trust and risk and how to keep this top of mind in your prospect meetings.

After You Listen:

• Bookmark this episode as we build upon this conversation from episode to episode. https://podcasts.apple.com/us/podcast/breaking-sales/id1503234243
• Take this assessment to determine how and where you can improve your sales results: https://www.lappin180.com/assessments
• Connect with Dan Lappin: https://www.linkedin.com/in/lappin180
• Learn more about Lappin180: https://www.lappin180.com/

DAN LAPPIN

Dan Lappin is a renowned sales disruptor with a simple message – stop selling.  As president and founder of Lappin180, his mission is to challenge status quo sales tactics and revolutionize the sales process entirely.  Dan is a prominent voice advocating for a consultative approach to sales, where pushing, persuading and promising are past tense.  A prolific writer, speaker, and host of the popular Breaking Sales podcast, Dan’s change message resonates with thousands from Prague to Los Angeles.