HTSS78 - Generating trust in sales and how to keep it - Scott Sylvan Bell

Generating trust in sales and keeping it

If you are in sales long enough you will see than most complaints and or objections revolve around trust. Most business owners and or salespeople do not see the correlation between the two items. When you understand how potent trust is and allowing you to close deals you will see more ways to close deals. There are items in the list of building trust you may not have thought of. If you want a long term career in sales and want the status of a closer you need to work on your trust skills and then keep trust.

Why trust is a big issue

Busing trust in sales may seem like sales basics mastery because it is. Some salespeople choose to walk the wrong path in order to make a deal happen and to close a sale. If you want to ruin your sales career losing trust is one of the fastest ways to create problems.

The 12 ways to build trust for the long term in sales  

1. You can create online content in the form of videos that teach the buyer what they need to know about products and or services. This allows you to be seen as the expert in what you do and what you sell. As a side note you also get to build covert rapport with your potential buyer. They get a chance to see your face and hear your voice. If your buyer is making purchases against strangers vs you it may be easier to build some rapport and or trust.

 

2. Being on time for appointments is something not all salespeople do. You can help the ability for someone to trust you just from being on time especially to the first meeting. First impressions are everything in the world of sales and delivering content can be discounted when you are late.

 

 

3. Pay attention to what you say in appointments. How you talk about the competition and the other sales reps does matter. You may have negative things to say about bad clients and that has the capability of losing deals.

How you talk to people with terminology and ideas would also be included in what you should pay attention to what you are talking about. The conversations you have can become inappropriate for business really easily. Some salespeople choose to curse like a sailor in their meetings and for some buyers they don’t care. For some buyers this may turn a purchase into a objection that cant be beat. Your conversations do matter.  

 

4. Do not make bigger claims that what you can deliver on. If you make up what you are capable of doing you will get caught at the worst moment. Some salespeople go out of their way to make claims they cant deliver in order to close the deal. You will lost trust easily by making this mistake.

 

5. When you do sell deliver what you promise. In some industries it is easy to change parts and pieces at delivery where it saves the company a few dollars. When you make changes that the buyer doesn’t know about until there is a problem will create more problems. This item would also include doing clean work and or delivering the proper services.

 

 

6. Tell the truth, even if hurts in the short term can save you a ton of problems in the long term. Most buyers will respect that you explain what went wrong and own up to it. Sometimes companies will want reps to sugar coat what happened so they are not exposed to future problems. If there is a point where you need legal advice seek out an attorney.

  

7. Be on time for delivering services and or products. If you set a date to provide services make sure they are delivered on time. Most salespeople don’t think they can lose a deal or future deals if they deliver late. Your word on delivery dates for your work is important. If you are going to be late there should be a very good reason and updates as soon as possible.

 

 

8. Use good products and or services to sell to a client. Nobody wants to get products that do not work or will not last. You can avoid all sorts of trust issues by selling good products and or services.

 

9. Where most salespeople fall down is they do not check in after the sale is made. This is one place where you can see issues before they happen, gather testimonials and or referrals. Most of your competition does not ever do this. You can win huge by going back and seeing clients after the sale is closed.

 

 

10. If there is a mistake own up to your mistakes and then apologize. So many salespeople try not to lose face so they play down the problems they have created. Apologizing for issues is one way to show you care about what has happened. There is nothing worse than having a problem and then be taken for granted.

 

11. If there is a problem fix it quickly and do it right. Most buyers know there may be an issues but the longer you take to fix the issue the more it will cost you. The longer you make a client wait the worse your problems with them will get. You will want to give updates as to what is going on.

 

 

12. Be gracious if you lose a deal or a sale. One of the problems you can create long term is where you say negative things to a potential client you lost. How you lose is just as important as how you win a deal. You may cost yourself deals in the future for losing your cool at the worst moment.

If you want a long term career in sales you will want to understand what trust is and how you can use it for your success.

Scott Sylvan Bell

@Scottsbell

#sales #closer #success #trust #Podcast #Howtosellshow #Sacramento