Episode #068: In Sales People We Trust? with Doug Fletcher

In This Episode of The Buyer’s Mind with Jeff Shore:

Doug and Jeff talk about the importance of respect in the purchase decision.  As a salesperson, we know that likeability leads to trust (from Robert Cialdini) but respect can lead you to long term relationships which can increase your sales over time.  How do you earn that respect? Learn all about it from Doug and his book – How Clients Buy.


Topics we’re going to cover on today’s podcast:

[2:21] Thniking about trust

[6:29] Selling Yourself

[9:51] The Myth of Likeability

[17:16] Design Thinking

[21:55] Understanding

[24:23] Interest

[25:27] Respect and Trust

[31:25] Motivational Summary

More about our guest Doug Fletcher:

Doug Fletcher currently splits his time between speaking/writing/coaching on the topic of business development in consulting and professional services and teaching at the Jake Jabs College of Business & Entrepreneurship at Montana State University.  He also serves on the Board of Directors of The Beacon Group, a growth strategy consulting firm headquartered in Portland, Maine. Prior to that, he was co-founder and CEO of North Star Consulting Group, a technology-enabled consulting firm that specialized in global web-survey projects. Earlier in his professional life, Doug served as a consultant with the management consultancy, A.T. Kearney, and was trained at General Electric in its leadership development program. He is a graduate of Clemson University and has an MBA from the University of Virginia’s Darden School of Business Administration.

Links from today’s podcast:

HomeStreet Bank

Doug Fletcher

Doug’s Book

Jeff Shore’s brand-new video series 10 Closing Truths.

Sign up below to discover what closing IS and what it SHOULD BE.

About the Author: Jeff Shore

Jeff Shore
Jeff Shore is a highly sought-after sales expert, speaker, author and consultant whose innovative and real-world selling strategies help you to change your mindset and change your world. His latest book, "The Keys to Unstoppable Sales Success: 8 Mindsets of Elite High-Achievement Salespeople" is now available. Learn more at jeffshore.com and follow Jeff on Facebook and LinkedIn.