Steve VarsanoFounder at The Jet Business

How to build trust in sales.

Name: How to build trust in sales.
Uploaded: 2026-01-29T18:47:35+00:00
Duration: 43 s
Channel: Steve Varsano
Description: A salesperson argues that trust comes from genuinely educating prospects and wanting to help them, not manipulation. Most sales efforts fail, but the 1%…

29 Jan 2026 · 1 min

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0:43

A salesperson argues that trust comes from genuinely educating prospects and wanting to help them, not manipulation. Most sales efforts fail, but the 1% that succeed make up for the wasted hours. Accept the low conversion rate as part of the job.

Chapters

Trust comes naturally. It's a strategy to sincerely educate and get them to understand that I can help them. Because if I'm trying to build trust as my objective, it's not really a sincere— you're trying to do it as a maneuvering or manipulation. Unfortunately, today, trust doesn't always win over a better deal. Some people want value. Everybody's trying to always find the best opportunity. I might spend hours, days, weeks, months talking to somebody, and they meet one person the next day with a little bit better deal. They don't call me back, and it's finished. Sometimes you make a big investment in time for no return. That's really in anybody's business. You just have to understand that 99% of the time you're not going to get anything, but the 1% pays for the other 99%.