Jeffrey Scott on client trust
From Growing Your Business with Jeffrey Scott: Selling on Value · · Jeffrey Scott
“If you focus what's on your client's best interest you will grow trust if you grow trust they'll let down their defenses and share with you what's really going on for them and when they share based on that trust you'll grow their perception of value working with your firm.”
On , Jeffrey Scott, SVice President & Chief Accounting Officer at SITE CENTERS CORP, spoke about client trust during Growing Your Business with Jeffrey Scott: Selling on Value on Jeffrey Scott.
About Jeffrey Scott
In a 2015 episode of his program "Growing Your Business," Jeffrey Scott discussed strategies for selling on value. He argued that Amazon has redefined customer expectations for quality, price, and service, making it impossible to compete on price alone. Scott advised that businesses must instead focus on understanding a client's priorities, goals, and emotional drivers, as well as identifying any "pain" the client is experiencing. Scott emphasized that trust is essential to this process, and that it is built by listening, asking questions, and acting in the client's best interest rather than overselling. He stated that when clients feel their interests are prioritized, they lower their defenses and share more information, which in turn increases their perception of the value provided by the firm.