Trust is the Number One Buyer Decision Factor

Proof Trust is Critical to Your Selling Success

According to research by Jacques Werth, trust in the selling professional is the number one decision factor in many purchases.

 

Be sure to note the bottom factor - rapport. There are countless sales gurus out there who purport that "building rapport" is key to selling success. Buyers say it is not.

Also note that the rating for the "reputation of the company or product" - the brand -  is signficantly lower than trust in the seller. This goes back to my critical point that the brand of your company, product or service will help you get on the list of buyer options. The level of trust in the seller's personal brand, though, very often determines who wins from the prospect's list.