For all of you enterprise salespeople, in the channel, today we're going to talk about trust.

I believe that something very specific happens over the course of the construction, the building, the investment of time and effort in relationships, and what I believe happens is that "trust drops its anchor."

We cannot force trust. We cannot ask for trust. We have to earn it, we have to be authentic, transparent and unapologetic in our selling approach, because enterprise salespeople were in the business of generating profitable business.

And there's tremendous profit to be found in trusted relationships. Some of us call ourselves trusted advisors, some of us believe that trust is a two-way thing. That is up to you. I will say that when trust drops its anchor, we all can hear the loud clang. We don't know when it will occur. We don't know what will prompt it.

We just know when it occurs.

Find out what indicators will earn the trust of your prospects and customers. And make sure that you are listening for the loud clang of when trust drops its anchor.

(John Klymshyn is an author, speaker and sales coach serving the channel, mixing practical ideas with a humorous delivery).