There Is No Substitute For Trust When It Comes To Selling

When you are always focused on meeting your sales goals, people will be able to tell and as a result, they will feel less comfortable with you.?

Having a genuine connection from the get-go will increase your chances of getting people to buy your product. Your ability to accurately diagnose a person's problem results from listening to them. Connecting authentically is what fosters a relationship.?

Are you familiar with the concept of Salesmanship vs. Relationship? If you want to move beyond the old "sale-oriented" mindset, you must make two fundamental shifts.?

1. Release the need for control?

Controlling the sales conversation outcome is the opposite of allowing it to take place.?

Conversations should flow naturally. You're not building relationships if you're trying to steer things a certain way, you're trying to build sales! When you are selling, you're focused on things like getting information, reaching out to the decision maker, and setting up an appointment. For the other person, all of this sets off alarms. These kinds of interactions often seem impersonal and predetermined to prospects.??

So, how can you to shift into something more positive??

By surrendering to the outcome of your sales conversation, you begin the process. By doing this, you stop trying to manage things. You can be helpful and relaxed. In a subtle but powerful way, the other person senses this. When you're not "pushing" for a certain outcome, it's easier to explore mutually, and you'll be viewed as trustworthy.?

2. Focus on the other person?

In sales conversations, most people "shut down" right after you mention your product or service. The person you're talking to doesn't know you, and you're trying to get them to understand who you are. Try stepping into their world instead. Consider what matters most to them. Consider their perspective.?

This can be done by thinking about what kind of problems they may be experiencing. Consider the case of an invoice management system you provide, for example. Rather than starting your sales conversations by focusing on the other person's issue, you might start with something like, "I'm just curious if you're open to exploring new ways to solve unpaid invoice revenue loss." Now you've focused on the other person's issue right away. There's no self-promotion going on here. You are aware of their problems and difficulties. They will feel really good about this, and you'll be able to have a more open, trusting discussion with them.?

You can be a real person talking to another real person when you do not have strategies or "pitches" built into your sales conversation agenda. The opportunity is now there to explore together in a more trusting way whether what you're offering is right for them. You will be amazed at the difference.?

Unlock The Game?, a new sales mindset that overturns the notion of selling as we know it today. His personal insights on how to build trust between buyers and sellers continue to break new ground. Thousands of Business Owners worldwide have been transformed by his trust-based sales approach. Get access to the Free Masterclass at www.UnlockTheGame.com/Video and subscribe to this podcast or to be a guest on the show, visit www.UnlockTheGame.com/Podcast?