WHY IS TRUST IMPORTANT?
In today’s increasingly competitive marketplace, buyers typically find themselves inundates with choices regarding both products and suppliers. In this virtual buyers’ market, traditional selling methods that focused on closing the sale have been found to be inefficient and often counterproductive to the organization’s larger, longer-term marketing strategy. In this new competitive environment, buyers are demanding unique solution to their problems-product solutions that are customized on the basis of their particular problems and needs Additionally, the adversarial, win-lose characteristics so customary in traditional selling are fading fast. In their place, longer-term buyer-seller relationships are evolving as the preferred from of doing business. Although buyer are finding it more effective and efficient to do more business with fewer suppliers, sellers are finding it more effective to develop a continuing stream of business from the right customers.