For over three years now, I write and describe my thoughts on the world of sales! They are and I say (with many claims) the key to success in sales.

Far from wanting to preach a “truth” absolutely my approach is intended as a “finding” personally known facts, thoughts (I think) and observations based on my experiences both professional and personal life. The heart and essence of success in sales [and everything] in the long run is about more than one word: trust.

“I trust you!”

“I trust you” is a phrase pure and innocent. It implies a sense of faith … (no religious connotation), the “I-don’t-know-not-all-but-I-will-you-believe” … I trust you! If that trust is given to one side “engagement” in front, one who receives it is “responsible” it must be worthy. In other words, if someone trusts me, if I deserved his trust, I will have to prove he was right to trust me. A business relationship is not about winning a single contract, it is a concrete base on which we will build hundreds of cases, thousands of contracts! For in a genuine relationship of trust and proven, there is another dimension to the possibilities limitless exponentially: the references!
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Cliched phrases turn buyers off

I think it’s entirely reasonable to suggest that anyone who uses the following phrases in their sales or marketing materials should be shot :

• “In today’s competitive marketplace”
• “In today’s global marketplace”

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