High Trust Selling | Todd Duncan

Summary of: High Trust Selling: Make More Money in Less Time with Less Stress
By: Todd Duncan


In the fast-paced world of sales, establishing trust with customers is crucial for long-lasting success. ‘High Trust Selling: Make More Money in Less Time with Less Stress’ by Todd Duncan provides invaluable insights into honing your selling skills and achieving a high level of trust with clients. Delve into the essential ‘laws’ of selling and learn how to create a solid foundation based on your core purpose. Discover the importance of adopting a CEO mindset, investing in self-development, and optimizing time management. Embrace the High Trust Selling System and uncover strategies for prospecting, crafting sales presentations, and building long-term relationships with clients.

Trust is Key

Successful selling requires the establishment of high levels of trust that result in trustworthy businesses. The following selling “laws” apply to all kinds of sales, including those for mortgages, cars, vacuum cleaners, and copiers. If applied, these principles will lead to enduring success.

Success is More than Meets the Eye

Success is not solely determined by external factors but by the inner worth of an individual. One’s purpose should be the core motivator that guides their choices and decisions. To find one’s purpose, it is essential to look beyond money and material possessions. Aligning purpose with actions and goals leads to lasting success. The primary obstacle to this success is a “lack of purpose,” and finding it requires self-reflection and introspection. Success that comes from purpose is more meaningful than fleeting achievements that do not leave a lasting impact.

Building Success on Your Core Purpose

Successful sales professionals recognize the value of failure and use it as a guide. The difference between mediocrity and high-trust salesmanship lies in how you treat your clients after a sale. To succeed, you need the correct attitude toward failure. Embrace it as a natural and necessary part of growth. Understand that failure is okay, an advocate for learning, and a force that can drive you higher. Building your success on a solid foundation requires more than perseverance and determination. It requires a commitment to continuously learning from failure.

Adopting a CEO Mindset

To achieve success, traders must imbibe the CEO mindset and perceive their sales practice as their own company. By taking accountability for growth, scheduling, and the products they sell, traders can embrace their roles as major shareholders. To improve the chances of success, traders need to invest in people – themselves included – by participating in training, acquiring motivational sales materials, and hiring a sales coach. Traders should also delegate unimportant tasks, invest in their image, look after their health, cultivate clientele-retention strategies, develop a personal library, and incorporate relevant technology to stay current and efficient.

Trust-building Selling

Earn your customers’ trust by following a precise process that encompasses four essential plans: life, business, time, and client. A life plan helps define your core purpose, values, and goals, while a business plan sets both long and short-term objectives. A time plan is instrumental in managing efficiency and achieving those goals. A client plan is equally important in determining the ideal clientele you aim to attract. By implementing this strategy, you’ll establish a rigorous selling process that builds trusting relationships with your customers.

Unlocking the Power of Leverage

Discover your personal and associate leverage to reach your goals with accountability and inspiration. Hire a sales coach to achieve professional leverage and fine-tune your skills, business plan, and objectives. Recording your goals and reviewing them regularly coupled with enlisting the right people as partners will significantly boost your chances of success. Embrace the “dream with a deadline” approach using personal leverage, while associate leverage will help you exceed your potential. With these strategies, you can take your career or personal life to the next level and achieve your dreams.

Time Management for Sales Success

Boost your sales by managing your time and focusing on the most productive tasks. Use Pareto’s principle to invest your time in the top 20% of customers that generate 80% of your sales. Calculate the monetary value of your time and delegate the less productive work. Enhance your sales performance by prioritizing tasks that produce the greatest results. Remember, in sales, time is money.

Streamline Your Productivity

Maximize your career growth by categorizing your tasks into “green light, red light, and yellow light” activities. Eliminate or delegate time-wasting tasks such as paperwork and excessive socializing. Prioritize “green light” activities like relationship-building and adding value to your current connections. Use “yellow light” activities to focus on learning and self-improvement. By streamlining your productivity and dedicating more time to career advancement, you can achieve greater success in your professional life.

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