Larry Levine on Selling in a Post-Trust World

"We live in a post-trust world."

That’s not a clickbait-drenched slogan. It’s reality.

Clients are skeptical, and here’s the rub: they’ll put more weight on whether they can trust you than on how much expertise you claim to have.

So if trust is still essential, how do you deepen it in a post-trust world?

That’s why I wanted to chat with Larry Levine, author of Selling from the Heart and Selling in a Post-Trust World, on The Price and Value Journey podcast.

We dug into:

• Exactly how skepticism slows deals and drives up price sensitivity

• Why authentic relationships and meaningful value are the key drivers of Larry’s "Trust Formula"

• How "meaningful value" is defined, and how it insulates you from what he calls the "price hammer"

• What the Japanese idea of Omotenashi teaches about service that anticipates client needs

In this clip, Larry explains how business acumen changes the outcome of conversations: open with insight, not a pitch or small talk. Show that you have a profound understanding of the challenges your clients are already wrestling with, and trust follows.

Listen to the full conversation on your podcast app of choice or by following this link.

Go read Larry's outstanding books. You'll be the better for it!

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I’m John, author of the five-star rated book, The Generosity Mindset. I show expert-service professionals how generosity creates the confidence, value, and relationships that grow a business and restore joy to your work. Generosity isn't about giving everything away; it means serving in ways that deepen value for clients. Want to start a conversation? Let's talk.