Selling on Trust and Not Price

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In one of his surveys the author of The Book of Trust and founder of the Trust Building Institute, Dr. Yoram Solomon, found that people care about trustworthiness of others… read more.

 

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Selling on Trust and Not Price

Yoram_program5

Dr. Yoram Solomon is the author of The Book of Trust and the founder of the Trust Building Institute and the Innovation Culture Institute, LLC. He has published 13 books, 22 patents, and was one of the creators of Wi-Fi and USB 3.0 technologies. Dr. Solomon was named by Innovation Excellence as one of the Top 40 Innovation Bloggers consistently between 2015 and 2019, and by Thinkers 360 as one of the top 20 Global Though Leaders on Culture in both 2019 and 2020. He was a columnist at Inc. Magazine, Innovation Excellence, and other publications, where he published more than 300 articles.

He has founded several startups and sold a startup company in Silicon Valley, held various positions from General Manager of a $100m business unit in a Fortune 200 company to a Vice President of Corporate Strategy and Innovation, and to CEO.

Dr. Solomon held (and still holds) positions as an adjunct professor of entrepreneurship and innovation at Southern Methodist University, the University of Texas at Dallas, and Hadassah Academic College in Jerusalem. In 2015, he was elected to the Plano Independent School District board, where he had served four years as a trustee and a board vice president.

Dr. Solomon holds a PhD in Organization and Management from Capella University, an MBA from the University of Colorado at Colorado Springs, an LLB from the Tel-Aviv University Law School, and an Associate Degree in Electrical Engineering from Ort Singalovski College. He completed the executive Marketing Management Program at Stanford University and the Developing the Strategic Leader program at the Center for Creative Leadership (CCL) in Colorado Springs. Dr. Solomon is certified by CCL to administer the KEYS and SKILLSCOPE assessments and is an authorized provider of school board training by the Texas Education Agency.

He is a professional member at the National Speakers Association and was a TEDx speaker and host. Yoram brings his experience as a marksman, serving in the IDF 35th Airborne Paratrooper brigade, and as a U.S. Air Force CAP pilot.

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Selling on Trust and Not Price

Yoram Solomon

In one of his surveys the author of The Book of Trust and founder of the Trust Building Institute, Dr. Yoram Solomon, found that people care about trustworthiness of others 50% more than the next four qualities combined. In more than 77% of the cases, they care about the trustworthiness of a salesperson or a service provider more than any other quality. In another study he found that trustworthy salespeople will get the business 100% of the time when selling against an untrusted salesperson, and can also get 29.6% higher price for the same item simply by being a trustworthy salesperson. Even worse, he found that you will have to discount your product or service 22.8% just to compete with a trustworthy salesperson, if you are not one.

In this keynote, you will learn how to build your trustworthiness as a salesperson, through examples, and the new relative and dynamic model of trust.

takeaways

  • What is trust, how does it get built and destroyed (the 7 laws of trust)
  • What makes customers trust salespeople (The 6 components of trustworthiness)
  • An action plan to make you more trusted salesperson

Every Program Purchase Includes

  • Gear Checks and Final Systems Check: Your Geniecast Experience Specialist will test the audio, video, and internet connection for your primary location as well as the Genie (Presenter).
  • Expert Feature Management: Customized features are available to Cast participants per Client specification.
  • Live Technical Support: We’re with you every step of the way to ensure a smooth end-to-end Cast experience.