Trust is Better than Selling

People have their eyes open to non-genuine conversations and are quick to believe a salesperson is not being honest.

So, if you are always focused on meeting your sales goal, people will be able to pick up on that and won’t feel as comfortable with you.

But, if you start off by building a true connection, people are more likely to purchase your product or service because you have listened to them and can from there accurately diagnose their problem.?This is what helps to foster a more authentic connection.

Have you ever heard of Salesmanship Vs Relationship? If you haven’t read this next bit carefully.?There are two fundamental shifts you’ll need to make if you want to move away from the old “sale-focused” mindset.?

1. Release the need for control

Whenever you’re trying to control the outcome of sales conversations, you’re not allowing the conversation to have a natural rhythm and flow.?You’re trying to manoeuvre things in a certain direction.?

And in doing this, you’re not building relationships, you’re trying to build sales!?You’re focused on things like getting information, finding the decision maker, scheduling an appointment, or closing the sale.?

And all of this sets off “alarms” for the other person.?Prospects can sense that this kind of interaction is somewhat of an impersonal, pre-ordained process.?They know it really hasn’t much to do with them.?

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

You begin by consciously surrendering to the outcome of your sales conversation.?When you do this, you’re no longer trying to manage things.?You can be relaxed and helpful.

This is subtly but powerfully felt by the other person.?When they recognize you’re not “pushing” for a certain outcome, there’s an opportunity for mutual exploration, and you can be viewed as someone who’s trustworthy.?

2.?Focus on the other person

When you start your sales conversations by talking about your product or service, most people “shut down” right away.?You’re talking to someone who doesn’t know you, and you’re trying to get them to step into your world.?Instead, try stepping into their world.?Think about what matters to them.?Put yourself in their shoes.?

The best way to do this is to think about what kinds of problems they may be having.?For example, let’s say you provide invoice management systems.?You might start with something like, “I’m just reaching out to see if you’d be open to exploring new ways to solve revenue loss from unpaid invoices.”

Now you’ve started your sales conversations by focusing on the other person’s issue right away.?You’re not talking about yourself.?You’re “tuned into” their problems and difficulties.?This feels really good to them, and you’ll more likely share an open, trusting conversation.?

When you don’t have strategies and “pitches” built into your sales conversations agenda, you can be a real person talking to another real person.?Now there’s an opportunity explore together in a more trusting way whether what you’re providing is a fit for them.??And the difference will astonish you.?

Ari Galper is the World’s #1 Authority On Trust-Based Selling and the creator of 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 continues to break new ground. Thousands of Business Owners worldwide have been transformed by his trust-based sales approach. You can get a copy of his new book “Unlock The Sales Game” or his Free Masterclass at https://www.UnlockTheGame.com ??