On this episode of the Sales Influence podcast, Victor Antonio is joined by Andrew Sykes to discuss trust in sales. Andrew shares his experience transitioning from an actuary to a salesperson and how he has spent the past three decades researching and teaching about how humans think, feel and act when it comes to buying. Together, they deconstruct what it means to build trust with customers and how it can affect the overall sales process.01:09 Mathematical deconstruction of sales.
04:00 Mistakes in Sales Presentations.
08:02 Sales habits and deliberate practice.
10:15 Killing vices to create habits.
13:48 Motivation and dopamine.
19:01 Practice culture in sales.
20:00 Sales Skills Coaching.
23:20 Coaching for Sales Managers.
27:44 Sales feedback and practice.
29:23 Practicing and accepting feedback.
32:34 Building trust through personal stories.
35:39 Deliberate practice for managers.