Why is trust important to a salesperson? Salespeople, as do account executives, need to build trust with their clients in order to create successful relationships. Trust is important because it helps the salesperson understand the client’s needs and desires, which leads to more effective selling.

I remember when I was first starting out as a salesperson, I had a lot of difficulty building trust with my clients. It was only after I realized how important trust was that I began to see success in my career. Now, whenever I meet with a new client, my goal is to build trust always so that we can have a productive relationship.

This blog post teaches you the importance of building trust in sales and what you can do to build your trust as a salesperson.

Why Is Trust Important to a Salesperson

Why is trust important to a salesperson? A salesperson needs to be trustworthy so that their clients know that they aren’t being taken advantage of and that they are getting what they expect.

If a salesperson is not honest, then not only will they lose a customer, but the customer will spread the word to other potential ones about their dishonesty.

The Importance of Trust In Sales

Building trust is integral to building relationships. It’s what keeps business and personal partnerships thriving. A lack of trust is a ticket to failure. Customers and people, in general, are more skeptical than ever about salespeople and companies making claims.

To gain and keep a competitive advantage and build their brands, companies must create trust. To be the preferred supplier or partner, and to be trusted by our customers, those in marketing and sales must do the same.

There are many bold proclamations and exaggerated statements about products and services. Also, there are numerous unsubstantiated promises and claims. How can we distinguish ourselves from the crowd in this confusing environment? It is crucial to clearly define what you stand for and what you promise to deliver.

When you make it clear what you offer and what you deliver, you build trust. Trust is built when your brand messages communicate core values, guiding principles, and promises. These things will influence actions and behaviors and create a consistent customer experience.

Personalize your sales pitch to your customer. Sales professionals don’t just talk about the company, but about what the client can personally expect from them.

This is what differentiates those who achieve the highest tier status in their profession. Trust is earned through actions and not empty promises. Ralph Waldo Emerson’s famous quote, “Who you really are speaks so loudly that I can’t hear your words.” captures this truth. Are your actions supporting your claims and words?

Trust has many benefits. It can improve your speed and efficiency, increase creativity and innovation in the solutions and services you offer, and reduce claims and rework due to misunderstandings. It can also lead to increased profitability and greater efficiency.

The most important outcome is the perception of your products and services as more valuable. This is because you and your client operate in the zone between truth and trust.

These six core factors are key to building trust-based relationships with clients in order to achieve your sales goals.

Self-Trust – Are you able to trust yourself? Before you can claim to be a trusted salesperson or marketer who can provide high-value solutions, you should be able to identify the characteristics that make you trustworthy. Are you trustworthy, credible, trustworthy, and authentic in all of your dealings?

Dependability – This attribute is crucial to becoming trusted and chosen as the provider of choice. Too many marketers and salespeople promise the moon but deliver only moon dust. You can build dependability by following these steps: making your word your bond; following through, being reliable, being trustworthy, and not letting up even in difficult or difficult situations.

Competence – Professional marketers and sellers must produce solid results and outcomes to prove their skill and competence. Customers will trust us more if we meet or exceed their expectations. our education, certifications, skill, thoroughness, and attention to detail are all indicators of our competence and ability. Keeping yourself updated and knowledgeable about the latest marketing trends and best practices is important. Luckily, there are a variety of resources available to help you do so, such as online courses, certifications, and local events.

Ethics – Perhaps says more about your trustworthiness and integrity than your ethics. To be a successful sales professional, it is good to make decisions and take action that is right and not expedient. It is not easy to be ethical and uphold standards. Ethics includes confidentiality, discretion, diplomacy, and respect for integrity. Professional certifications are also important to help define the code or standards that we follow.

Customer-Centric- It’s not all about you. Zig Ziglar, a sales legend, said that you can have everything in your life if you help enough people to get it. Long-term marketing and sales success is built on client focus, allegiance, loyalty, selflessness (without being taken advantage), and dedication. You must provide value to every customer interaction, whether it is in person or via email.

Likeability – Being liked by clients is key to selling success. This does not mean being rude or disingenuous to customers. I mean genuine likeability due to your professionalism, manners, and positive attitude. The ultimate goal is long-term success and results.

Trust is everything that depends on you. You must consider all possible ways to enhance and build your personal brand so that you are seen as a trusted advisor or strategic partner by your clients. These six core drivers will help you become a more successful professional marketer and salesperson.


So, why is trust important to a salesperson? Trust is important to all sales reps because it helps them understand the client’s needs and desires. Trust also leads to more effective selling. By working on those six core drivers, you will be on your way to becoming a very successful salesperson.

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Editors Note:

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Justin McGill
About Author: Justin McGill
This post was generated for LeadFuze and attributed to Justin McGill, the Founder of LeadFuze.