Closing the Trust Gap featuring Cory Scheer
Leadership advisor Cory Scheer joins the podcast to explain why a "trust proposition" must always precede a value proposition in sales. Learn the three essential building blocks of trust and why active listening is your most effective tool for closing the trust gap and driving organic growth.
Cory Scheer is the Founder and CEO of TrustCentric® Consulting, a leadership advisory firm dedicated to putting trust at the core of every organization. With over two decades of experience, Cory specializes in building the Trust Proposition®—a framework designed to uncover hidden gaps and align leadership, culture, and performance.
A powerful speaker and trusted advisor to senior teams, Cory helps leaders communicate with clarity and empower their teams to create environments where trust serves as the primary engine for growth.
SHOW SUMMARY
In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Cory Scheer to explore the fundamental mechanics of building and sustaining trust in the sales world. Cory shares his deep research into why sales professionals must focus on their "Trust Proposition" before they ever lead with a "Value Proposition".
The conversation dives into the practical building blocks of trustworthiness, competency, problem-solving, and authentic care, and highlights why active listening remains the most effective tool in a salesperson’s arsenal. Whether you are a veteran leader or a rising professional, this episode provides a blueprint for closing the trust gap to create lasting customer loyalty and meaningful results.
KEY TAKEAWAYS
- Trust as the Foundation: deals stall and relationships fade without a firm belief in the truth of the person or the process.
- The Trust Proposition: Your trust proposition must precede and bolster your value proposition; value is only recognized once trust is established.
- The Three Pillars: Building trust requires mastering three specific elements: competency, problem-solving, and authentic care for others.
- The Power of Listening: Active listening is the single most powerful way to demonstrate that you genuinely care about a client's outcome.
- The Generational Shift: Younger professionals (ages 18–29) are highly sensitive to trust levels and will quickly exit environments where it is lacking.
- Outcome vs. Strategy: Real growth is not a strategy you implement, but an outcome of consistent, trustworthy actions.
HIGHLIGHT QUOTES
Trust is the firm belief in the truth of something or someone.
The number one way to demonstrate care for others... is by listening actively.
Mind the trust gap, get your trust proposition out on the business table as fast as possible.
Growth is an outcome. It is not a strategy.
📌 FOLLOW THE CONVERSATION
Connect with Cory Sheer:
➡️Cory's LinkedIn: https://www.linkedin.com/in/coryscheer/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCES
Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
