Greetings sales warriors!
This month I climbed Mt. Hood to bring you some golden sales wisdom that I hope will make you standout like Bigfoot at the Bald is Beautiful Convention.
Customers are listening for two things and watching for another to decide who to trust, and ultimately who to buy from.
Sincerity and Competence
We are all listening for a certain amount of sincerity and competence. We all place more emphasis on one over the other. So we have a tendency to over emphasize what WE are most concerned about.
But here is the rub - our prospects and customers (as well as everyone else in our lives by the way) also have a preference. And when our concern and their concern don’t line up? Well, trust is harder to achieve.
Wise sales people balance their approach and listen for their customers concern.
All the while they are also watching us for something; Integrity.
And by integrity I don’t just mean ethics and morals, I mean do our words and our actions line up?
Do we do what we say we will do?
Talk is cheap, it’s actions and results that really tell us who to trust.
So if a prospect isn’t ready to trust us with an order, how do we demonstrate trust?
Answer: Micro promises.
Look for and even create opportunities to be useful to your prospect AND demonstrate your capacity to be trusted.
It’s like bowling, stack up the pins of micro promises then knock em down!
Pretty soon you’ll be racking up points on the trust scoreboard in their brain.
And sooner or later, (remember persistence, consistency and curiosity from last month?) you’ll get your first order.
Always remember that revenue is a consequence of fulfilling our purpose as sales people. When we truly serve, people notice, you get new opportunities, and revenue growth is bound to follow.
I hope this helps.
Please feel free to email me anytime at firstname.lastname@example.org
Until next time,
Keep Selling with Purpose
CEO - CleanMark Labels