# Selling Too Soon: How to Build Trust Before the Sale

Page: https://stenobird.com/podcast/the-sales-hunter-podcast-4921488/selling-too-soon-how-to-build-trust-before-the-sale
Text version: https://stenobird.com/podcast/the-sales-hunter-podcast-4921488/selling-too-soon-how-to-build-trust-before-the-sale.md
Podcast: [The Sales Hunter Podcast](https://stenobird.com/podcast/the-sales-hunter-podcast-4921488)
Published: 2026-05-07T09:00:00+00:00
Episode link: https://www.thesaleshunter.com/podcast
Audio file: https://traffic.libsyn.com/secure/thesaleshunter/E410_-_Frank_Kitchen.mp3?dest-id=3140765
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JSON: https://stenobird.com/v1/public/podcasts/the-sales-hunter-podcast-4921488/episodes/selling-too-soon-how-to-build-trust-before-the-sale
Duration seconds: 1237

## Resource

Is your sales process built around the seller's journey or the buyer's journey? Frank Kitchen, CSP and acclaimed sales leader, joins Mark Hunter to unpack exactly why understanding the buyer's intent is what separates average performers from top-tier salespeople. Frank draws from his extensive experience leading sales and customer service teams, illustrating how genuine relationship-building and strategic timing are the keys to getting ahead of the competition. Together, Mark and Frank challenge the common approach of chasing endless leads and instead reveal how to filter prospects using smarter questions and targeted research. They tease a practical framework that flips traditional sales scripts, emphasizing the art of asking, active listening, and mapping outreach to the customer's real buying window. 💡Read the BLOG this this episode. 👤 About the Guest Frank Kitchen is a keynote speaker, author, and Certified Speaking Professional (CSP) who helps organizations and individuals create positive cultures and achieve peak performance. Frank delivers engaging presentations and training focused on leadership, personal growth, and workplace culture.

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## Transcript

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