The Trust Factor in Sales

The Trust Factor in Sales

The Trust Factor in Sales …Gain trust and win the sale

I cringe when I hear a professional or sales person use the offensive phrase….trust me.  My guard goes up. My intuition kicks in and says, danger danger, pay attention!  If you have to tell me to trust you, I won’t. Trust levels plummet when professionals use that term.

Prospects buy from people they trust. No trust, no sale!

If you want your client’s trust, you have it earn it. You have to build it. You have to work to consistently keep it. Trust is built over time. It can be lost in seconds.

Trust is the single biggest motivator of buyer behavior. Trust is the key component to establishing a successful buyer/seller relationship. Building relationships is the key to sales success. Trust is the foundation.

Your prospects have negative perceptions of sales people and sales situations because selling itself had been associated with manipulation, dishonesty and trickery.  That stereotype of untrustworthy, lying salespeople still comes back to haunt the professionals every day. You can play a critical role in overcoming distrust.

Words count and seconds matter when it comes to trust.

Your prospects will most likely decide within the first few minutes of talking whether or not you’re the kind of person they want to do business. We size people up based on the way they communicate with us – and we do this very quickly. It comes down to person to person trust.

Customers overwhelmingly buy from people they trust.  Customer relationships are longer lasting, more effective and more efficient when built on trust. But building trust takes time.

I see people destroy their trust in the sales process. They rarely recover.  Proff who fail to put an emphasis on developing trust and rapport actually do a disservice to their customers. This will leave the door open to your competition.

The most effective way to build that trust is to put customers’ interests first; always. You must do this by design, not by default.

In today’s highly competitive marketplace your customers have many options. They are looking for a some they know they can trust to work in their best interest.  Remember…no trust, no sale.