How do you address skepticism from a client and turn it into trust in virtual sales coaching interactions?

You need to understand WHY the prospect is skeptical or closed off. Did they have a bad experience with a competitor? Or are facing financial challenges? A foundation of trust needs to be built before a person will confide and open up to you.

Creating a strong connection is key to overcoming skepticism in virtual sales coaching. - Show genuine interest in your client's needs and concerns. - Practice active listening to understand and respond thoughtfully. - Personalize interactions by recalling details about their business and preferences. - Foster a welcoming environment to make clients feel valued and understood.

It depends if the skepticism is related to industry, product or myself. Assuming the other two primarily I would make brief mention of why that is a mischaracterization then confirm my position with the client - 'yes, it is easy to be skeptical of the insurers, that they always raise premiums, but I would estimate 10% of my clients receive initial renewals with a no change or decrease, and I can rightly negotiate a decrease for 10% more. I do know each of my clients, because of analysis and data, end up better, even if only slightly, than their experience would justify. While any specialist doing their job would get the right outcome and better, every time.' I also emphasize the effective use of testimonial letters.

Les entreprises sont sur sollicitées de ce point de vue. Il y a un moment il faut apporter des preuves de valeur ajoutée quitte à offrir LE service ou le savoir quelques mois. échanger, écouter, essayer de prouver c’est bien et même essentiel. Mais beaucoup ne savent que trop bien le faire. Dépenser temporairement et investir un peu de son temps en offrant la preuve de son savoir faire, c’est un plus indéniable si l’on veut amorcer quelque chose de durable. Le virtuel devient alors moins virtuel et un lien humain émerge parfois et vient ??concrétiser?? ce qui pouvait para?tre dénué de sens au départ.

It is important to create a dialogue with your client to find out the root cause of the perceived skepticism. Questions need to be asked to determine what, where, why, how this perceived skepticism developed. Did it always exist? How did it develop over time? What was the historical perspective from the clients viewpoint? What specifically is the concern? Once this information is achieved then empathy needs to be expressed over this concern to begin a feedback process that will either validate or dispels this fear. This process should develop the necessary rapport to move forward in a collaborative manner.

Early in the sales process you might think that case studies, dropping names and logos will instantly build credibility. I disagree. Heres why. Early in the exchange, its about making them emotionally curious about the problem you solve. And what shows credibility? Asking the right questions? Joining the secret conversation happening in their minds. Challenging their fears and worries like an advisor, not a seller. So case studies and social proof have their place in the process but theres a time and place. Ask the right question and get inside their head - you’ll be seen a pro not a joe.

Establishing trust starts with demonstrating your expertise and reliability. - Share relevant success stories and client challenges you’ve navigated. - Highlight practical applications of your coaching without breaching confidentiality. - Be transparent about your coaching process and client expectations. - Ensure clients see your proven track record and understand what they’ll gain from working with you.

Hard facts and experience needs to be put forward that validate why the perceived skepticism should no longer be a concern. Where possible similar examples need to be provided with outcomes that can be proven to be shared by other clients, or familiar sources. If benchmarking information is available and it can be provided it should be shared. If appropriate, references should be shared to other clients with whom you have assisted in similar circumstances.

As an example, I spent about a year providing value added resources, customizing data and reporting, setting up lunch and learns, bringing credible experts into the discussion, and managing support or technical issues in order to gain trust. Email outreach to stay top of mind shouldn’t always have an ask; educate and consult without expecting anything in return. “Show me you know me” is a great motto. Additionally: “Why you, why them, and why now?” I’ve leveraged this concept to build rapport with large director/VP/executive teams. Showcase why you’re needed, consistently. Nothing good comes easy, and nothing great happens fast. Stay patient; frequently be “in the know”.

Fostering a collaborative environment builds trust and improves the coaching experience. - Actively invite client feedback to make them feel heard and valued. - Demonstrate responsiveness by adjusting your approach based on their input. - Show that you view the coaching relationship as a partnership. - Use feedback to enhance your coaching effectiveness and client satisfaction.

Building trust with skeptical clients hinges on reliability and professionalism. - Maintain a high standard of professionalism in all virtual interactions. - Adhere to scheduled meetings and follow through on commitments. - Ensure consistent quality in advice, materials, and support. - Predictability in your approach helps transform skepticism into confidence.