What is Trust?
“The essence of trust is that the industrial buyer believes that he can rely on what the salesperson says or promises to do in a situation where the buyer is dependent upon the salesperson’s honesty and reliability. One of the keys to a long-term relationship with any client is to create a basis of trust between the sales representative and the client organization
Thus, gaining credibility in the trust area is essential in order to be seen as a reliable salesperson. Long-term sales success in any industry will generally be built on the concept of referral, and trust plays an important role. Clients obviously seek a salesperson