Ep 097 Proven Methods for Building Trust in Sales

People don’t buy from brands they don’t trust.

So how can you build the trust that drives sales?

@David.Horsager, CEO of the Trust Edge Leadership Institute, shares why trust is the ultimate driver of sales success. With insights from his new book Trust Matters More Than Ever, David explains the 8 pillars of trust and how to build it at every touch point.

Trust isn’t just “soft skill”. It has very measurable, meaningful outcomes like boosting sales performance, driving customer loyalty, and improving team collaboration.

Learn how to make building trust in sales your competitive advantage. In this Mental Selling episode, you’ll hear how to avoid the common mistakes that break trust and practical tips about genuinely connecting with your team and prospects.

In this Mental Selling episode, you’ll learn about:

- Trust as a Sales Foundation: Why trust is the core factor in successful sales, influencing everything from client relationships to team dynamics.
- The Power of Consistency: How small, consistent actions outperform occasional big wins and build lasting credibility with clients.
- Authenticity Over Perfection: Why being genuine in your sales interactions creates stronger, trust-based connections with prospects.

What to listen for:
(00:00) Introduction with David Horsager
(02:01) Why sales is always about building trust
(06:56) People trust clear messaging
(11:00) Remove distractions to connect with prospects
(13:10) The 8 pillars of building trust
(15:36) How to demonstrate integrity and good character
(19:32) How to repair trust when it’s been broken
(23:48) Building trust within your sales team