“Trust is about focusing on what’s important to the buyer first and focusing on what’s important to us second.” – Ian Altman
In sales, there’s no skill more valuable than the ability to establish trust. If you can earn a client’s trust, it’s far more likely that they will buy from you.
After all, we want to buy things from people who we know have our best interest in mind. No one wants to hand money over to someone who is simply trying to make a sale.
This episode of Same Side Selling is all about trust. In the episode, I expand on why it’s so crucial to sales. Additionally, I discuss some ways that you can earn the trust of your clients. Enjoy!
Listen to this episode and discover:
- Why your goal should never be to make the sale.
- How to disarm the notion that you’re just trying to sell.
- Specific ways that you can build and engender trust with your prospects.
- And so much more…
Oftentimes, salespeople are guilty of certain behaviors that make them seem untrustworthy. Unfortunately, the general public has learned to recognize these behaviors. As a result, many people see sellers as sharks in the water–predators who are just out to make money and don’t care about the end results.
Therefore, it’s important to show your clients that they can trust you. You need to be able to prove to them that you care about the way that your product affects their business. If they can see that you genuinely want to help them, they’ll begin to see you as an asset rather than a threat.
Today, I talk about:
- The value of understanding your client’s needs.
- Assessing your client’s problems and your ability to solve them.
- Why you should never sell to a customer who doesn’t need your product.
- Getting your client to convince themselves that they want the product (instead of trying to convince them).
- Using the Same Side Quadrants to earn trust and improve results.
It’s obvious when a salesperson is simply trying to make a sale. Customers tend to pick on that. In turn, many sellers waste their time going after prospects who have no interest in dealing with them.
When you shift your mindset and focus on your customer’s needs first; however, you’ll find that people trust you more. This approach is far more beneficial for your business and theirs.
Thanks for listening!
More information about the Same Side Quadrants
This episode is also available on The Same Side Selling YouTube Channel.
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What’s On Your Mind
As always, this episode provides inspiration, entertainment, and an actionable message that can drive remarkable results. If you have any questions for a future episode, contact me.