Are you relying on trust to close deals or understanding the real driver behind decision-making?
Join Patrick Kizny as he shares insight into why trust might not be as crucial as you think for business growth and how risk management can be the secret engine of success.
Key Takeaways:
Trust vs. Risk: Discover why trust is often an illusion and how risk assessment plays a more significant role in business decisions.
Binary Trust: Understand why trust is a binary gateway, not a continuum, and what this means for your client relationships.
Risk Management: Learn the importance of effective risk management over traditional trust-building.
Market Dynamics: Explore how changing B2B buyer behavior impacts the reliance on trust in sales processes.
Practical Strategies: Gain actionable strategies for leveraging risk management to streamline sales and reduce dependency on trust.
Questions for Further Reflection:
⇀ How might shifting focus from trust to risk management transform your business approach?
⇀ What are the key elements of an effective risk mitigation process in your industry?
⇀ How can you integrate risk management into your marketing and sales strategies?
⇀ What are the potential downsides of over-relying on trust in business relationships?
⇀ How can understanding the distinction between trust and risk change your client engagement tactics?
