Premium Content

Win strategies based on trust

12 ways to earn trust, 8 ways to lose it, 4 ways to approach it, and 3 things to base your win strategies on

People buy from people they know and trust. But sometimes they don’t know any of the vendors who respond to the RFP (which does happen, more in some markets than others) or they’ve had bad experiences with the vendors they do know.

Trust is a complicated thing. You don’t achieve trustworthiness by claiming it (as in stating that you are a “trusted supplier” or anything similar).  You don’t achieve trustworthiness by sincerely feeling that you are trustworthy, or through commitment or intent. In a seller/customer relationship, trust must be earned. Here are some ways to earn a customer’s trust that you can build your win strategies around:

Access to premium content items is limited to PropLIBRARY Subscribers

A subscription to PropLIBRARY unlocks hundreds of premium content items including recipes, forms, checklists, and more to make it easy to turn our recommendations into winning proposals. Subscribers can also use MustWin Now, our online proposal content planning tool.