1. Sales Concepts and Apps Trust and Service in Sales

2. Trust 2 Trust is the basis for all relationships Jeffrey Gitomer

3. Trust-Based Selling 3 Principles of Trust-Based Selling Buyers do business with people who genuinely care about them. Customers screen providers and choose someone they trust when they buy. "Trust-based selling" focuses on the buyer's needs rather than the seller's needs.

4. Trust-Based Selling 4 Principles of Trust-Based Selling Trust-based relationships add value by reducing costs and increasing revenue. The building blocks of trust are client focus, a spirit of collaboration, long-term perspective and transparency. The five steps of trust creation are "engage, listen, frame, envision and commit.“ Some people, industries or firms are more open to trust-based relationships.

5. Trust-Based Selling 5 Principles of Trust-Based Selling If winning is your main objective, you will sacrifice other benefits such as higher long- term profitability. If you use trust as a sales strategy, you will appear insincere and devious, and you'll be less effective. Companies reduce risk by using structured purchasing procedures..

6. Trust-Based Selling 6 The Two Steps of Purchasing Trust-based selling requires you to develop your customers' trust through your actions. Trust-based relationships add value by reducing costs and increasing revenue..

7. Trust-Based Selling 7 Trust 101 The Four Building Blocks of Trust 1.Client Focus 2.Collaboration 3.The Long-Term View 4.Transparency.

8. Trust-Based Selling 8 The Five Steps of "Trust Creation“ 1.Engage 2.Listen 3.Frame 4.Envision 5.Action.

9. Trust-Based Selling 9 Consider the Pitfalls “The Elevator Speech” The Problems with the ABC’s Invest a Little Time.

10. Trust-Based Selling 10 Winner May NOT Take All Negotiating from Trust An Attitude Adjustment.

11. Trust-Based Selling 11 Buyers Beware You Can’t Measure it.

12. The Speed of Trust 12 The One Thing That Changes Everything -Stephen Covey The “Four Cores of Credibility” are integrity, intent, capability and results. The “13 Behaviors” are ways to act that express and develop trust. Trusting others is a way to build trust, but trust is not gullibility. Exercise good judgment when you decide whom to trust and how much..

13. The Speed of Trust 13 The One Thing That Changes Everything -Stephen Covey Trusting others is a way to build trust, but trust is not gullibility. Exercise good judgment when you decide whom to trust and how much. You can repair broken trust and make it even stronger than the original trust. When others break trust with you, be slow to judge and quick to forgive..

14. The Speed of Trust 14 Self Trust Integrity Intent Capabilities Results.

15. The Speed of Trust 15 !3 Behaviours based on the four core attributes of credibility 1.Talk straight 2.Demonstrate respect 3.Create transparency 4.Right wrongs.

16. The Speed of Trust 16 13 Behaviours based on the four core attributes of credibility 5. Show loyalty 6. Deliver results 7. Get Better 8. Confront reality.

17. The Speed of Trust 17 3 Behaviours based on the four core attributes of credibility 9. Clarify expectations 10. Practice accountability 11. Listen first 12. Keep commitments 13. Extend trust.

18. Benefits of Likeability 18 Likeable people bring out the best in others. Likeable people get recognized. Likeable people outperform. Likeable people enjoy better health.

19. 4 Elements of Likeability 19 Friendliness Relevant Empathy Realness

20. How to Raise your L-Factor 20 1.Friendliness - Develop a friendly mindset and communicate friendliness 2.Relevance - Connect with others interests, needs and wants 3.Empathy - Show an interest in how others feel, experience and respond to their feelings 4.Realness - Be true to yourself and others, share your realness

21. Likeability Assessment 21

22. Tying It All Together

23. How can the Four Building Blocks of Trust be applied in the golf sales sector? How can the Five Steps of Trust Creation be applied in the golf sales sector?

24. The Challenge of Change

25. Guiding Questions 1.Why are you changing – i.e. is there need for improvement in creating trust with your customers? 2.What is in it for you? 3.What can you do differently? 4.What tools/support do you have?

26. Do you have a … Clear Direction? Where are you going? Clear Strategy? How are you going to get there? Clear set of Expectations? What results do you expect?

27. The Challenge of Change S – Specify M – Measurable A – Appropriate R – Realistic T – Time Bound