How we change what others think, feel, believe and do
The Trust Factor
Guest articles > The Trust Factor
by: Kelley Robertson
Did you ever buy anything from someone you didn’t trust? In all likelihood, probably not.
Trust is an important issue when it comes to selling. It doesn’t matter what you sell or to whom. It makes no difference if you sell business-to-consumer, B2B, or in a retail setting. Trust is the foundation of virtually every sale.
Yet, it never ceases to amaze me how many sales people will stretch the truth, mislead the customer, misrepresent their company, product, or service, or even deliberately lie in order to capture a sale. While this will certainly work once or twice, most people will seldom fall for this approach again. In the long run, you might win the battle but you will lose the war.
So how can you earn a person’s trust? Here are three core concepts that will help you accomplish this.
These may sound like simple concepts. However, I can guarantee that many of your competitors are NOT executing them on a regular basis. That means you can gain a competitive edge just by following these three concepts. But there’s more to it than that.
Ultimately, everything you do influences the level of trust you develop with your customers and prospects. Let’s look at a few more examples:
Trust is as important now as it was two or three decades ago. In fact, it may be even more critical given today’s highly-competitive business world. I recall a sales coach once saying, “The only thing you have is your reputation.” It doesn’t matter what you sell or to whom, if you tarnish your reputation, you will not be as successful as you could be. I also remember hearing someone else say, “If you always tell the truth, you never have to remember what you said.”
Lastly, it’s not always what you say. Actions speak louder than words and people will often judge your trust worthiness by what you do and how you do it.
What are you doing to create a high level of trust with your customers and prospects? .
© 2008 Kelley Robertson, All rights reserved.
Kelley Robertson, author of The Secrets of Power Selling helps sales professionals and businesses discover new techniques to improve their sales and profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.kelleyrobertson.com. Kelley conducts workshops and speaks regularly at sales meetings and conferences. For information on his programs contact him at 905-633-7750 or Kelley@RobertsonTrainingGroup.com
Contributor: Kelley Robertson
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