Trust and sales go hand in hand. If someone feels that they have some reason or indication not to trust you, then you’re toast—forget about making that sale. Trust is an elusive thing, because it has to be earned and great salespeople understand that. They make it their priority to earn a client’s trust each and every time.
Eyesonsales.com offered some tips on how you can earn a prospect’s trust and respect:
- Respect their time: Everyone is busy. When calling a prospect, respect their time by asking if now is a good time to talk. If you scheduled a meeting with a prospect, be on time and don’t run the meeting over the scheduled time. It is also a good idea to call the person you are meeting to confirm your appointment and make sure that the time still works for them.
- Call or show up on time: This sounds like a no-brainer, but agents still tend to be late from time to time. If you’re running late for a meeting, call the person you are meeting and let them know. In the end, if you say you’re going to show up or call someone at a specific time, do it.
- Avoid pitching: Decision makers are subjected to countless sales pitches by sales people who are desperate to sell them their product or service. Unfortunately, most pitches are a one-way presentation and they do little to compel or motivate someone to take action. A more effective approach is to engage your prospect in a conversation. People don’t want to listen to a sales pitch; they want to know how your product, service or solution is going to help them solve a particular problem. You need to have your presentation ready and well-rehearsed. But…and this is a big but…you also need to throw it away just before you walk into your prospect’s office. I mean this figuratively, of course. Use that presentation to outline the key points of your solution and how the prospect will benefit. But, more importantly use it to open up a dialogue and create a two-way conversation with your prospect, Eyesonsales.com advises.
- If you know you can’t help them, refer them to someone who can: If you meet with a client and realize that you may not be the person to help this individual, then you should stop trying to sell to them, and point them in the direction of someone who can. This builds trust with the client, who will either call you again when they can use your services or refer a friend to you.