How to Build Trust in PLM Sales

Trust isn't complicated. But most people get it wrong. Let me explain. I analyzed 500+ sales conversations and found something shocking: The highest-performing reps weren't using fancy trust-building techniques. They were using these 3 simple triggers that nobody talks about: 1. Real-time validation 🚫 Not customer logos 🚫 Not case studies 🚫 Not testimonials But showing prospects LIVE: → Who's viewing their content right now → Questions others are asking → Active engagement metrics Result? 73% higher meeting show rates. 2. Reverse referrals Instead of asking for referrals, document exactly: → How others found you → Their specific journey → Their exact results I tested this with 50 prospects: ✅ 41% response rate ✅ 28% meeting rate ✅ 19% close rate 3. Ambient reassurance Small, consistent actions that build trust: → Weekly performance updates → Public progress tracking → Regular capability proof My team's results: ✅ Trust scores up 47% ✅ Sales cycle shortened by 31% ✅ Close rates increased 22% Here's what nobody tells you: Trust isn't built through big gestures. It's built through small, consistent actions that prove you're reliable. I implemented these triggers last quarter: → Pipeline increased 52% → Close rate jumped 31% → Average deal size up 27% I’ve broken down this full framework above so you can study it, save it, and start applying it immediately. Remember: While others focus on complex trust-building strategies, these simple triggers consistently outperform. Ready to transform your trust-building approach? Let's connect. #SalesStrategy #TrustBuilding #B2BSales #GrowthHacking #RevenueLeadership

40-60% of deals end with no decision. Want to change that? Here’s why this happens—and how you can fix it. Most deals stall because buyers feel overwhelmed. They’re anxious about: → Making mistakes → Budget constraints → Implementation complexity But here’s what many salespeople miss: Buyers don’t wake up thinking, “I need this product.” They feel symptoms first: → Frustration from missed goals → Stress over inefficiencies → Pressure from their team If you don’t speak their language, they won’t listen. Here’s how to break through: ✅ Start with their symptoms Talk about their daily struggles and emotional pain points. Show them you understand their reality. ✅ Use open-ended questions Ask things like: “What’s your biggest challenge right now?” or “How does that problem impact your team’s performance?” ✅ Summarizing builds trust Reflect back what you’ve heard. For example: “So what I’m hearing is that you’re spending too much time on manual tasks, and that’s causing delays for your team?” ✅ Co-develop value Instead of pitch mode, invite buyers to explore solutions with you. Ask: “If we could solve this, what would success look like?” ✅ Shift from features to impact Focus on how your solution makes their life better. For example: “Here’s how we’ve helped teams cut manual work by 50%—free up time for strategy and growth.” ✅ Show proof Use case studies, testimonials, and data to build credibility. People trust results, not words. ✅ Offer low-risk steps Demo your solution or give them something they can experience firsthand. Let them see how it works for their unique situation. By address buyer anxieties early and speaking to symptoms, you’ll move deals forward—with confidence. What’s your go-to strategy for help buyers feel understood? Share your thoughts below. #SalesTips #EmpathyDrivenSelling #BuyerAnxieties #SalesPipeline

The fastest way to build B2B buyer trust? Normalize what they are afraid to say. Buyers rarely speak their emotions directly. Instead, they say: → “We’re still exploring options.” → “We need to think internally.” → “Timing might be off right now.” But behind those words? • Fear of failure • Political risk • Burnout from past vendor mistakes 🧠 The human brain is wired to protect itself. The amygdala — our threat sensor — is constantly scanning for danger. Even in a boardroom. And when buyers don’t feel safe, they shut down. They nod politely... then disappear. Dialog Example: Buyer: “We’ve had some challenges with other platforms in the past.” Typical seller: “Totally understand — but we’re not like those other guys.” High-EQ seller: “Yeah, makes sense you’d be wary. I’ve seen how painful that can be.” That moment of 'validation' does more than build rapport. It tells the buyer: 'You’re safe to be real here.' That’s where trust starts. Tactic to Try: Practice normalizing emotions in real time: → “It’s completely fair to feel some hesitation — you’ve been down this road before.” → “Lots of people feel nervous about the internal rollout. Want to talk through what might go sideways?” → “Sounds like trust is something you’ve had to protect a few times. That’s completely valid.” Normalizing an emotion ≠ , agreeing with doubt. It means acknowledging reality. Because once a buyer feels understood… They stop defending and start exploring. Try normalizing one emotional truth in your next call. Then pause. See what opens up. --- Follow me for more sales tips and repost if this resonated.

Most buyers don’t trust salespeople. With good reason. I’ve watched over 1,000 sales conversations over the past 18 months. Most salespeople absolutely stink at cultivating trust. They: -pitch early -don’t listen -talk too much about themselves and their previous experience -ask “gotcha” questions There is no silver bullet for building trust, but I’ve observed that the best sellers follow a similar pattern. They use MATCH. Mindset - They aren’t here to win. They are here to understand first. Actively Listening - True listening burns calories. It’s an active sport. The best sellers repeat back what you heard. They clarify. They ask good follow up questions. They use labels (sounds like / feels like). Tone - Genuine interest and concern is hard to feign. The best sellers embody it (see mindset) and it comes through in HOW they say things as much as WHAT they say. Credibility - The best sellers slowly build credibility by artfully demonstrating their awarnesss of prospect problems and how they’ve helped solve them for similar customers (social proof). Honor Commitments - This should be obvious, but my gosh is it not. Do what you say. If you say I’ll follow up by the end of the day, do it. If you say you’ll have pricing over to them before the next call, do it. The bar is actually pretty low out here. Most sellers are pretty terrible at building real trust. If you’re a young seller I’d commit myself to mastering the above and you’ll stand out in the best way possible. What other ways do you intentionally build trust?

You're probably losing deals because your prospects don't trust you Here's one surprising method to increase trust: Tell the customer what you CAN'T do for them ❌ A lot of mediocre salespeople promise customers the world When a customer says "I need X" or "Can you do Y?", these sellers give a blind yes when their product or service isn't really a fit for the use case These customers either get cold feet because they can't rely on the information Or they buy the product, quickly realise it's not a fit, and churn (every CSM's dream 💀) In a buying world where this sort of overpromising exists, what's refreshing for customers is when you're candid about your limitations Some examples: "We wouldn't be the right fit for the more senior AE roles; our program specialises in junior SDR roles" "Our solution isn't well built for commission-only roles; here's how I'd think about sourcing for those roles" "Our reps wouldn't be looking for contract/part-time roles; here's a provider I recommend you speak to" In doing so, prospects trust you more on the smaller set of things you say you CAN do ✅ And if they're not a fit for those, tell the prospect where to go instead if they need a different solution It builds a good relationship for when they may need your product/service, be at it at their current or future employer How else do you break the pattern of 'salesy' communication to build trust with prospects?

In the last 10 years, I managed over 100 accounts myself and probably interacted with over 2000 that my team manages. After building 100s of relationships, I've discovered something surprising. Trust isn't built through grand gestures or perfect presentations. It's built through consistency. Research shows when B2B customers view a vendor as a trusted adviser, they generate 1.5x greater revenue and are 2.5x more likely to repurchase. But here's the shocking part: only 31% of B2B customers believe their vendors truly understand their needs. This gap isn't just concerning, it's a massive opportunity. There are four pillars that transform ordinary vendor relationships into unbreakable partnerships. 1 - Competence Not just expertise, but applied knowledge that solves real problems. As Samuel☔️ Thimothy wisely noted, "Your goal as a business is to prove to your customers that you're their best shot." 2 - Integrity In B2B, where multiple stakeholders are involved, ethical consistency isn't optional, it's essential for survival. 3 - Reliability Meeting deadlines isn't just about calendar management, it's about proving your client can build their success on your foundation. 4. Empathy Understanding your client's business as if it were your own. This isn't just good service; it's good business. I recently read the story of a global packaging supplier who revolutionized their approach by creating a dedicated insights department. Instead of just delivering products, they delivered market intelligence. The result? Their customers now view them as indispensable partners, not interchangeable vendors. Building trust isn't an event, it's a daily practice. It's delivering slightly more than promised, consistently over time. It's acknowledging mistakes quickly. It's celebrating your clients' wins as if they were your own. Kelly Van Arsdale put it perfectly: "The more reliable and professional you can be, the more likely someone is to continue being a customer." What's one small consistency you could implement tomorrow that would build trust with your clients? Share in the comments, I'd love to learn from your experience. __ ♻️ Reshare this post if it can help others! __ ▶️ Want to see more content like this? You should join 2297+ members in the Tidbits WhatsApp Community! 💥 [link in the comments section]