Ep 097 Proven Methods for Building Trust in Sales

Mental Selling: The Sales Performance Podcast

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 book Trust Matters More Than Ever, David explains the eight pillars of trust and how to build it at every touchpoint. In this 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 episode, you’ll learn: 1. Trust as a Sales Foundation — Why trust is the core factor in successful sales, influencing everything from client relationships to team dynamics. 2. The Power of Consistency — How small, consistent actions outperform occasional big wins and build lasting credibility with clients. 3. Authenticity Over Perfection — Why being genuine in your sales interactions creates stronger, trust-based connections with prospects. Resources: David Horsager’’s LinkedIn: https://www.linkedin.com/in/dhorsager/ Trust Edge Leadership Institute: https://trustedge.com/ Trust Matters More than Ever: 40 Proven Tools to Lead Better, Grow Faster & Build Trust Now!: https://davidhorsager.com/books/ Jump into the conversation: (00:00) Meet David Horsager (02:01) Sales is always about trust (06:56) People trust clear messaging (11:00) Remove distractions to connect with prospects (13:10) The 8 pillars of 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 team For more related content and information about improving sales performance, visit us at www.integritysolutions.com/