Brief: How Virtual Selling Leverages Swift Trust Theory to Overcome Distance

Sales performance improvement

swift trust virtual selling

Share on LinkedInShare on TwitterShare on Facebook

What’s Inside

Trust building is a long-term endeavor.

However, sales professionals today do not have the benefit of time or in-person communication.

An idea called “swift trust theory” offers some surprising ways to overcome these challenges.

In the brief, How Virtual Selling Leverages Swift Trust Theory to Overcome Distance, we look at social science research revealing three ways sales professionals can use “swift trust” theory to sell in a virtual setting.

Learn why it is important to:

    • Develop “role-based interaction” to understand the customer’s challenges faster
    • Overcome “diffusion of responsibility” to incite action from customers
    • Structure value propositions around the customers’ shared goal

    Share your email to access this complimentary resource.

    Resources You Might Be Interested In

    White Paper: Is Selling Human Anymore?

    In this white paper, we discuss how to reimagine seller excellence in an AI-powered world.

    White Paper

    Brief: Four Elements to Reshape Channel Sales Success

    In this brief, we reveal strategies for overcoming the challenges that partner account managers face in today's marketplace.

    Brief

    Brief: Three Negotiation Skills to Master for the Economy Ahead

    Learn our three-part negotiation strategy needed to battle buyer commitment issues in an uncertain economy.

    Brief

    Solutions You Might Be Interested In