Building client trust in contech sales

In the high-stakes arena of #B2BSales, particularly when engaging the C-suite and Boards, "back of napkin math" is more than just a display of acumen – it's a potent catalyst for building #trust. Imagine a conversation where a senior leader articulates a critical business challenge, perhaps around CAC payback or share of wallet. The seller who can immediately and fluently grasp the underlying financial equation and articulate the potential impact of their solution, without missing a beat, speaks a language that resonates deeply. This isn't about complex modeling done offline; it's the agility to understand core drivers of their success and perform quick, insightful calculations within the flow of the conversation. For instance, if a Chief Revenue Officer (#CRO) mentions a goal of reducing customer churn, a seller with this skill can instantly frame the value of their solution in terms of retained revenue and lifetime customer value, demonstrating a tangible understanding of the CRO's priorities. This competence signals the seller not only listened - but also deeply comprehends which levers to use to solve the client problem. Why is this so crucial for building trust? Because it showcases several key elements that senior leaders value: Deep Understanding: The ability to perform this kind of rapid analysis demonstrates you've done your homework and truly understand their business model, challenges, and objectives. It moves you beyond being a mere vendor to a knowledge partner. #CustomerUnderstanding Intellectual Horsepower: It signals a sharp mind and the capacity to think strategically about their business. This builds confidence in your ability to deliver real value. #StrategicThinking Efficiency and Respect for Time: Senior executives are time-constrained. A seller who quickly gets to the heart of the financial implications respects this constraint and demonstrates a focus on outcomes. #TimeEfficiency Transparency: By engaging in these on-the-spot calculations, you reveal your underlying assumptions and logic, fostering a more transparent discussion. #TransparentCommunication Credibility: It elevates your status from a product peddler to a trusted advisor who speaks the language of business results. #TrustedAdvisor Think about it: when a seller can seamlessly weave in relevant financial implications – the potential ROI, payback period, impact on key KPIs – it’s not just data; it demonstrates commitment to the customer's success. It shows you're thinking beyond the product/service features and instead - are focusing on their strategic outcomes. To be clear - "Back of napkin math" isn't about being precisely accurate in real-time. It's about demonstrating a strong intuitive grasp of financial levers that matter to the customer and the ability to articulate value in their terms, instantly. This fluency builds a bridge of trust, making conversations more meaningful and impactful. #Gartner

Too many salespeople focus on "perfectly crafted scripts". The real game in sales? Trust. Think about it: Behind every email, every pitch, and every campaign is a human being with unique desires, struggles, and goals. So here are 5 steps to build trust (+ win more deals): 1. Ask better questions. People judge you by the quality of your questions. Ask relevant, thoughtful questions that uncover real pain points. 2. Ditch generic outreach. If you’re still sending "Hope you're doing well!" emails, STOP. Mention something specific about their business, industry, or challenge. 3. Actually listen. Salespeople love to talk. The best ones know when to pause, listen, and truly understand. 4. Follow up with value, not desperation. Instead of "Just checking in," send an insight, a resource, or a relevant case study to help them decide. 5. Make trust your priority. A deal should never end a relationship. So, stay in their corner. Little acts of care build lasting relationships. Scripts and strategies have their place. But real impact comes from the relationships you build. This week, challenge yourself to slow down and connect. Prioritize people over transactions, and watch what happens. The impact will surprise you. ❤ PS. Which one of the above(1-5) are you trying first?

After closing dozens of deals over the years, I can confidently say that trust isn’t built through a pitch. It’s built through presence. I used to think trust came after results. Now I know: trust creates results, and it starts way before the contract is signed. Some of the best client relationships I’ve built didn’t begin with sales calls. They started with conversations about life, not business. Listening actively and showing empathy have opened more doors for me than any cold outreach strategy ever could. Sometimes, deals were closed not because of what I offered, but because someone felt understood. If you’re an early-stage founder or own a business at a scaling stage, here’s something worth building into your daily practice: ..1..  Listen Actively Let people feel heard, not just responded to. Put away assumptions and give your full attention; it changes the energy of the entire conversation. ..2.. Show Empathy Relate to their challenges as a human, not just a service provider. Shared experiences build emotional bridges that no pitch deck can match. ..3.. Offer Value Don’t just deliver, overdeliver. I’ve built trust by underpromising and then exceeding expectations with small surprises that mattered. ..4.. Personalize Communication Generic messages are forgettable. Tailoring your language and approach shows your client they’re more than just another name on your list. ..5.. Be Dependable Trust grows when you do what you say. Be reliable in your words, timelines, and tone; especially when no one’s watching. Trust is slow-earned but long-lasting, and it’s your biggest asset. What’s helped you build trust with potential clients? I’d love to hear your perspective. Remember, if your marketing isn’t building trust, it’s just noise. I help founders turn clarity, empathy, and strategy into real growth. If you’re ready to build trust and scale, let’s connect. #AskQueJay #ClientTrust #EarlyStageFounders #EcommerceGrowth #RelationshipMarketing #MarketingStrategy 

Here are 10 sales tips from a guy who's been selling for decades in one of the toughest industries on earth. Construction in New York doesn't forgive bad salesmanship. You either learn to sell right, or you don't eat. Here's what I've learned after decades of winning jobs that others couldn't… 1. Show up with solutions, not desperation. Clients smell need from a mile away. They trust people who solve problems, not people who need paychecks. 2. Talk about them, not you. I've seen guys lose million-dollar jobs because they spent 45 minutes talking about their equipment instead of 5 minutes understanding the client's headache. 3. Ask the hard questions nobody else will. While your competition is pitching, you should be digging. What keeps them up at night? What went wrong last time? 4. Show them the finish line, not the starting blocks. People don't buy concrete and steel. They buy buildings that work, deadlines that stick, and problems that disappear. 5. Let your work speak first. I don't talk about quality. I show photos from last month's job. Big difference. 6. Make it safe for them to say yes. Every client has been burned before. Give them a way out if things go sideways. 7. Drop the industry jargon. "Optimized workflow integration" sounds like you learned to talk from a manual. Just say what you mean. 8. Tell them about the time everything went wrong. War stories build trust faster than perfect pitches. Show them you've been tested. 9. Handle their doubts before they voice them. If you've been in this game long enough, you know what they're thinking. Address it head-on. 10. Never chase a sale that doesn't make sense. Desperate deals make for miserable projects. Walk away from the wrong clients so you can find the right ones. The best salespeople I know don't "sell" anything. They just help people make decisions they won't regret.

One bad conversation can stall a deal.  (Let's fix that.) Here's the trap even the best can fall into: ✅ You said, “Can I get 15 minutes?” ❌ They heard, “You’re just a name on my calendar.” ✅ You said, “Here’s our pricing page.” ❌ They heard, “You’d better be ready to commit.” ✅ You said, “Do you have any questions?” ❌ They heard, “I’m done talking, it's your turn to buy.” In client development, tone is strategy. And the difference between pressure and partnership? Just a few words. Because the real challenge isn’t getting time  with a client. It’s making that time count. Here are 12 proven phrases to build trust  (without sounding like a sales rep): 1. “How have things been going with [X]?” → Feels personal, not transactional. 2. “What’s your thinking around [this topic] these days?” → Opens a door, not a pitch. 3. “What would success look like if everything went right?” → Focuses on their goals, not gaps. 4. “What’s one thing you’d love to improve in 90 days?” → Specific, hopeful, and actionable. 5. “What feels risky or fuzzy about this?” → Makes doubt safe to share. 6. “Want to sketch some options together?” → Co-creates instead of prescribes. 7. “Want me to mock up a few paths forward?” → Shows flexibility, not a fixed pitch. 8. “Want to hear how others tackled this?” → Adds value, zero pressure. 9. “What would need to shift to make this a priority?” → Respects their timeline, invites partnership. 10. “Would a custom version be more helpful?” → Tailors the next step to them. 11. “Great point, can we unpack that together?” → Builds trust through collaboration. 12. “What’s the best way I can support you right now?” → Puts their needs first, signals partnership. These phrases do more than sound better. They feel better. Because they reflect how great BD actually works: 👉 With empathy 👉 With curiosity 👉 With clients, not at them Try one this week. It could turn a stalled deal into a deep conversation. Which one will you lead with? 📌Follow Mo Bunnell for client-growth strategies  that don’t feel like selling.