Edit ModuleShow Tags

The four keys to sales trust


Trust is the single most important prerequisite for creating buyer/seller relationships that produce big results with less time and effort. Do your potential customers trust what you say? Do they trust you as a salesperson and a business professional? No trust means no sale. Not putting your customer's interests ahead of your own is a recipe for disaster.

Customers overwhelmingly buy from people they trust. These customer relationships are longer lasting, more effective and efficient than relationships not built on trust. Building trust takes time and is the only way to develop trust is to sell in a trustworthy manner.

So, do you have a specific, well-thought out plan designed to overcome this obstacle and build greater levels of trust with your customers?

In the past, customers had negative perceptions of salespeople, and selling itself has been associated with manipulation and trickery. That stereotype of an untrustworthy lying salesperson still comes back to haunt salespeople today. Salespeople today can play a critical role in the dismantling of that stereotype.

You may be the most honest, trustworthy and customer focused salesperson on the planet, but if your customers don't perceive you to be trustworthy because of sloppy sales skills and negative selling behaviors, it doesn't matter.

Do you follow the four principles of selling to build trust?

1. Begin and end by seeing the customer's perspective and walk in their shoes
2. See things in the long-term, the relationship is the customer
3. Behave in a collaborative manner and openly conduct honest conversations with them
4. Be transparent in all things, including costs, profits, etc.

Knowing, understanding and possessing the traits that customers like are the best way to gain the trust and close the sale. Being honest, knowledgeable, punctual, solution based and customer focused just to name a few.

I see sales people destroy client trust in the sales process and rarely recover. It doesn't have to be that way!

To gain the trustworthy of customer, you must always check your behavior. It's in the way you relate to others that determines the amount of trust you get from your customers.

Jeffrey Gitomer is famous for saying, "People buy with their heart, then justify it with their brains."

It's critical that salespeople focus on trust-building activities with your customers.You must create an action plan and constantly focus on executing the plan in order to build trust. Once you're able to increase your trust factor with buyers, you will also see an increase in your sales.

Sell the right way, and you start the relationship with trust. Sell the wrong way, and your competitors will thank you for it. To be a professional salesperson, conduct yourself as a true professional. Your buyers will like it when you do - and you'll be more successful.

The most effective way to build that trust is to put customers first; always. You must do this by design, not by default.
{pagebreak:Page 1}

Edit Module
Liz Wendling

Liz Wendling is a nationally recognized business consultant, sales strategist and emotional intelligence coach. Straightforward, practical and sassy, Liz’s innate gift is helping professionals transform their sales approach and evolve their sales strategies. Liz shows people how to discover their sales comfort zone and master the skill that pays you and your business forever.

Liz believes people need to stop following the masses and start standing out and differentiating themselves. Her super powers are designing customized solutions that deliver outstanding results. She enjoys working with professionals who are committed to kicking up the dust, rattling some chains and rocking the foundation of their business.

Go to: www.lizwendling.com or email Liz@lizwendling.com

Get more of our current issue | Subscribe to the magazine | Get our Free e-newsletter

Edit ModuleShow Tags

Archive »Related Articles

Don't abuse your employees with performance appraisals

Did you know that traditional performance appraisal is based on 100-year-old research by behavioral scientist on dogs, rats and pigeons? Stop and think for a moment: How do managers come up with the ratings for the performance review?

Law firms are getting creative with their real estate

Despite rising rents in many U.S. markets, the legal industry can still find opportunities to improve real estate efficiency, according to JLL’s latest annual Law Firm Perspective.

Buena Vista's South Main has the Wright stuff

Buena Vista’s South Main won the 2016 Wright Award for its collaborative spirit, strong vision and a commitment to craft. The winner was one of a dozen peer-nominated contestants from 10 Colorado towns.
Edit ModuleShow Tags

Thanks for contributing to our community-- please keep your comments in good taste and appropriate for our business professional readers.

Add your comment: