DFTikum
The triangle of trust in sales
In sales processes, the triangle of trust shows that trust must first be built between the salesperson and the product, then between the client and the salesperson, and only at the very end between the client and the product.
The concept in brief
The aim of the model is for us to be able to build lasting and stable trust between our external clients and our products.
The model stresses that, as a starting point, it is essential for the salesperson to trust the product themselves.
In the second step, the salesperson builds the external client’s trust in themselves, because a good human relationship matters more than a one-off purchase.
The customer’s trust in the product develops in the third step, when the salesperson, as the client’s good adviser, genuinely recommends only the product the client needs, or the product for which they wish to create demand in the client’s interest.
If we ignore the triangle of trust, we may achieve a quick, one-off purchase, but the chance of the client becoming our client for life diminishes.