Building Trust with Mark Banfield

In this curated episode of the Revenue Builders Podcast, John
McMahon and John Kaplan are joined by Mark Banfield, CEO of 1E,
to discuss the importance of building trust in sales. The
conversation delves into how integrity, emotional intelligence,
and a deep understanding of the customer’s needs are critical in
establishing trust. They also explore how elite sellers
differentiate themselves by turning technical capabilities into
business outcomes and guiding champions within an organization.
Whether you're a seasoned sales professional or just starting,
this episode offers invaluable insights on fostering trust and
achieving sales success.


KEY TAKEAWAYS


[00:01:18] Integrity and emotional intelligence as cornerstones
of trust-building.
[00:02:28] The importance of understanding both the business and
personal objectives of customers.
[00:03:14] The value of patience and deep understanding during
the discovery phase.
[00:04:09] Attaching to the biggest business issues: Turning
technical capabilities into customer outcomes.
[00:04:59] Preparing customers for internal communication: A
crucial step in building trust.


HIGHLIGHT QUOTES


[00:01:49] "Selling is more about listening than it's about
anything else.
[00:02:48] "Integrity happens by your actions—what you say you're
going to do, you do."
[00:04:09] "You have to attach yourself to the biggest business
issue facing that customer. Once you do that, the road is paved
with gold."
[00:04:33] "When they allow you to influence that decision
criteria with your differentiation, that's trust."


Listen to the full episode through this link: 
https://revenue-builders.simplecast.com/episodes/improving-productivity-and-reducing-friction-in-the-workplace-with-mark-banfield


Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4


Check out Force Management’s Ascender platform
here: 
https://my.ascender.co/Ascender/


Read Force Management's eBook: 
https://www.forcemanagement.com/roi-of-sales-messaging