Trust is a critical component in building strong customer relationships, whether the customer is external, paying for a product or service, or internal within an organisation. Host Ingrid Maynard insists that in professional relationships, trust is shaped by three main factors: reliability, credibility, and intimacy.

Reliability involves being dependable and consistent in both actions and demeanour. Credibility is about demonstrating expertise and a proven track record. Intimacy refers to handling sensitive, privileged information with care and discretion. On the flip side, self-orientation can damage trust, whether it’s through excessive focus on oneself or insecurity.

By staying self-aware, consistently reliable, and customer-focused, professionals can foster trust even in uncertain times, leading to stronger relationships and better outcomes.

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The Sales Doctor
https://thesalesdr.com.au/

John Broons is a globally recognised family business expert and one of only three Australians to hold the prestigious Fellow of the Family Firm Institute title. With more than 40 years of experience, John has successfully guided family businesses, drawing from his own experience of buying and selling a family business.

He explains how history, values, and personal connection can shape a business and make it resonate not only with family members but also with customers. The emotional connection that comes with family businesses often extends beyond just the family; it can create a strong bond with consumers and employees, as well. When a company has that rich narrative and value-driven culture, it naturally makes people feel like they are a part of something greater than just a transaction.

For non-family businesses, he says, it’s about building that same sense of legacy and emotional ownership through the stories of the founders, the values of the company, and the shared journey with employees and customers. It may not have the intergenerational history, but it can foster a culture where everyone feels they’re contributing to something meaningful and lasting.

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John Broons
https://www.johnbroons.com/

The Sales Doctor
https://thesalesdr.com.au/

The ability to communicate is one of the wonders of the business world. And storytelling is very much a key that. Andrew Griffiths is a storytelling maestro – he’s written 13 books, including ‘Someone has to be the most expense, why not make it you?’ He’s also a sought-after keynote speaker and mentor to business leaders.

He says that storytelling should be genuine and consistent across all platforms, reflecting your true self. Aligning personal purpose with organisational goals enhances storytelling impact, focusing on serving the audience rather than self-interest. Value perceptions, he says, can change over time, and so businesses need to adapt their value propositions to stay relevant.

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Andrew Griffiths
https://www.andrewgriffiths.com.au/

The Sales Doctor
https://thesalesdr.com.au/

While many businesses haven’t fully realised the impact of AI, its benefits are already proving valuable. That’s according to the colourful Graham Arrowsmith, Managing Director of Finely Fettled, and host of The Next 100 Days Podcast.

An advocate for AI and technology in business strategy, Graham discusses the power of tools like MetclabsAI, which aid in refining digital strategies, building efficient websites, and enhancing sales approaches. He emphasises the comparison between AI and historical technological advances, like the steam engine, indicating that while businesses may not fully grasp AI’s potential yet, its positive impact is undeniable.

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Finely Fettled
https://finelyfettled.co.uk/

The Next 100 Days Podcast
https://thenext100days.org/

The Sales Doctor
https://thesalesdr.com.au/

Sales leaders are squeezed from both ends – by their teams who are struggling to achieve sales outcomes, and by senior leadership demanding results. Ingrid Maynard believes that with customers delaying buying decisions or becoming more selective, it’s tougher than ever to close deals.  

 Ingrid shares three key strategies to help sales leaders manage this pressure: transparency of activity, clear communication of progress, and sharing leading indicators. By educating senior leaders on market conditions, progress, and the efforts of sales teams, sales leaders can build trust, reduce misunderstandings, and foster support. Ingrid advises sales leaders to stay calm, be prepared, and maintain open communication with senior leadership to ensure recognition of their hard work in these demanding times. 

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The Sales Doctor  

https://thesalesdr.com.au/