The Importance of Trust in Sales
In my book A Mind?For Sales, I discuss how important it is for you to have the right mindset, but it’s not only about your mindset, it also has to do with the customer’s mindset. What is the level of trust you have with your customers, and what is the level of trust they have with you?? ?
The easiest way to command a higher price and close more deals is by making trust the central piece of who you are. This is especially true when you play the long game. I believe this 100%, and have seen it played out with many people, including myself.
There will always be those who try to take shortcuts, who feel trust can be put on the side and isn’t always necessary. Let me tell you that that’s being incredibly short-minded.?
Trust is currency, and shows up in sales all the time.? The higher the degree of trust, the less the need to negotiate.
In the end, you’ll see deals that don’t close the way you want them to. You won’t see any deals with potential to allow you to create the next one. The only good sale is one that leads to the next sale. What percentage of your sales are a result of a previous sale??
Don’t ever think that you can make a sale as a single transaction. Every sale is an action, and physics do apply when it comes to sales: for every action, there is a reaction.??
Your job is to ensure trust is on display, not as something you show but as something you live.?
When you demonstrate trust, you’ll be amazed at how it reflects back at you. Trust does not mean you roll over, play dead, and give in to the customer. Trust means you believe in what you say and what you do. This includes even having to push back on the customer if the need arises.
Trust and confidence complement each other.? Yes, you can have a confident person who is not trustworthy; that is called a self-centered person or better yet, a narcissist.? However, when you actively demonstrate trust AND have confidence, it’s amazing the doors that will open for you.?
In addition, when you exhibit trust, you’ll begin to see how it brings trust out in others.?It is a key reason why I believe that when you sell with integrity, you will get customers who have integrity.?
When you intentionally sell with integrity, it is incredible how you’ll gain customers who have integrity.?
Sales is not about manipulation. Sales is about helping others see and achieve what they didn’t think was possible. Trust is currency, trust is sales, and the longer I’m in sales, the more I believe this.
Your goal today and every day is to do everything with trust. Then at the end of the day, ask yourself if you fulfilled that commitment. If you can’t fulfill that commitment to yourself, why should you expect anyone else to fill it for you?
Trust is a two-way street, and it starts with you.
If you have customers with trust issues, then take a hard look at you and your company and ask yourself: is trust the product or an afterthought??
If you have not read A Mind For?Sales, I suggest you get a copy of it. I wrote the book for one simple reason – to help you become the salesperson you know you’re capable of being. The book is full of proven strategies used by salespeople and leaders each day. Go get it and read it here.?
Poll ???
What's the biggest factor that helps you build trust with a potential customer?
Post your answer in the comments!
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In just 40 minutes, he’ll unpack the challenges of standing out in today’s crowded marketplace and reveal the game-changing strategies needed to build authentic, lasting relationships with customers.
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Great selling!
MH
Great insight! As for your poll, in my opinion, it’s all of the above with #2 & #4 essential to any relationship with your customers, your peers, your team and your colleagues! Thank you Mark Hunter and Meridith Elliott Powell, CSP, CPAE for you expertise!
Helping Business leaders and Educators build Championship Teams. | Keynote Speaker, Workshops and Coaching | Author
4 周Great insights about building Trust! I encourage leaders to have an intentional plan to build trust with their team members and clients. Keep up your wonderful work and enjoy your weekend!
National Account Manager @ Q-Line Trucking
4 周Great article!
EVP at Inrepco LLC
4 周Trust in a sales professional, in a product, in a company... you'll earn trust if you listen to your clients to help them to solve their issues.
KRAJOWY KONSULTANT Z ZARZ?DZANIA I KIEROWANIA W ADMINISTRACJI (cpr.) (CHANGE MANAGEMENT - COMPLINANCE), AUTOR/TRENER W ZAKRESIE NEW PUBLIC MANAGEMENT, ZARZ?DZANIA POPRZEZ JAKO?? (TQM) ORAZ "COSO II", 5"S"
4 周Interesuj?ce, lubi? czyta? takie analizy. To poszerza mi obszar analityczny w ?yciu zawodowym.