Group Forums >> Coffee and Car Keys >> The Issue of TRUST
The Issue of TRUST
4511 posts back to top |
Posted 4 months ago In a different forum thread we are discussing trust and how if affects the sale. We will all agree that trust definitely is a major portion of gaining the ownership exchange in B2B or B2C. I am a sales professional that believes trust is a part of the puzzle. I believe a relationsip is required to be present prior to trust,ethics,empathy,likeable,product knowledge,skill,will,communication,solution,closing and answering objections,asking for the sale. Without building a relationship none of the above matters unless it is a one time purchase and that is all we care about.My concern is with a long term relationship with repeat business. Repeat business is what makes a company profitable and sustain longevity.With a relationship trust and the rest, play major role in the decision making process of clients. The depth of the relationship can vary from sales professionals depending on their ability to give of themself however a relationship is built with all ownership exchanges. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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31 posts back to top |
| Posted 4 months ago Rich, I agree with you totally. It is the basic values of mutual trust, love and respct that confirm any B2C or B2B deal. These are values with which all concerns need to be dealt. Unless these soft values are there, the hard concepts of selling, namely product attributues and discounts and so on and so forth appear meaningless and unattractive. So the bottomline is that we need to be HUMAN in all our sales deals.........be it to crak them once or repeatedly. But these values are intangible. So many of us may tend to disagree on their signifcance. However, it is essential to realize that without these intangible values, the tangible process/ product is like a fish out of water.
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4511 posts back to top |
| Posted 4 months ago Immediate trust. Today I went to a clients home. I knocked on the door, the client let me in. We said our hellos. I asked him where he was from. He asked why I replied I had a teacher that had the same last name however I put the first name with the last name showing I remembered that person. BINGO. It was a relative. Instant likeability,instant trust, and instant credibility.We both knew a common person well and that person made enough of an impact that I remembered their name after forty years.Luck ,absolutely it was. We are only 1400 hundred miles from where we grew up. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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21 posts back to top |
| Posted about 1 month ago There are really only three real objections to any sale. The prospect doesn't want it, they don't have the money, and the biggest one they don't trust the company or the salesperson. If we don't have trust, we rarely ever have a sale, even if we are selling IPODS. Thats why the first part of our presentation should focus on building a connection and relating to our prospect. People do business with people they like and are like them. So use simple strategies like mimicking your prospects tone, speed of speech, body language, and vocabulary to create connection. Then ask open ended questions and actively listen and repeat their concerns back to them. Connection + rapport + general concern for prospects needs = trust. Then following up with your promises and providng continuous value and superior cutomer service equals customer for life. Alot of us sales people forget that "the money is in the comeback". Post sales follow up is key to keeping a customer for life. Maximus |
