4 Minutes Read

Article 2 in a 4-Part Series

Want to have your calendar full of “Ideal Clients?
Hint: You’ll need to be mindful from whom you accept money.

Previously, we discussed how “Having T.E.A.” with someone builds personal trust relationships.
T.E.A = Time, Energy & Attention.

In this article, we will explore how “Having T.E.A.” is vital BEFORE you accept someone’s money in exchange for a business service, offering, product or program. Have T.E.A. before you become a T.E.A.M.

The “M” stands for money.

The concept of “T.E.A.” (Time, Energy, and Attention) before forming a “T.E.A.M.” in the context of sales and enrolling your ideal clients is a nuanced approach to building trust relationships that can significantly enhance the effectiveness of your sales strategy.

By prioritizing these elements before entering into a monetary transaction, you create a foundation of trust and mutual respect, which is crucial for long-term customer relationships.

Here’s how applying the T.E.A. concept can revolutionize your approach to sales and customer engagement:

Time: The Foundation of Understanding

By dedicating time to knowing more about your clients before asking if they want to work with you or invest, you demonstrate that your relationship is not merely transactional; it’s based on mutual benefits and understanding.

Later in this series, I’ll explain how having T.E.A. can be done on autopilot without the need for long intake conversations or multiple appointments.

Energy: The Investment in Value Creation

Your company goes beyond being just a vendor or service provider. It builds an experience of your brand as a partner, and you develop a reputation as a company that truly cares.

Attention: The Currency of Engagement

In a digital age where attention is fragmented, focusing your undivided attention on your client sets you apart.

Your full attention makes them feel valued and understood, creating a psychological bond that is essential for trust.

Forming a “T.E.A.M.” Through T.E.A.

The T.E.A before T.E.A.M. approach is effective in building trust relationships for several reasons:

Long-term Relationships:

Referrals and Recommendations:

Differentiation from Your Competition:

Higher Value Transactions:

This approach aligns with the concept that people prefer to do business with those they know, like, and trust.

By focusing on building a strong foundation through T.E.A., you’re not just selling a product or service; you’re establishing a partnership.

This partnership, based on understanding, value, and respect, is what ultimately leads to successful, trust-based teams and long-term business success.

Marla Mattenson in collaboration with ESI team
Founder & Creator of Ethical Sales Institute
With a 25+ year career, Mattenson is a trailblazer in transforming sales paradigms from transactional to relational for professionals who prioritize the integrity & fulfillment of their services. She is a champion of consent-based sales.


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