By Bill Taylor
Our firm recently delivered an on-site business development program for a large insurance consulting company which focused on the value of building trust based relationships. We highlighted results from a survey conducted by Miller Heiman that singled out lack of trust as the No. 1 reason prospects do not buy from a certain provider. In fact, lack of trust was cited by over 50 percent of respondents as the single most important reason buyers turned down a service provider.
In contrast, and by a vast margin, the second reason given for not selecting a firm, no need for the services, accounted for only 13 percent of the responses.
