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- What is 'Trust' in Sales?
What is 'Trust' in Sales?
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Welcome back, Sales Jammers! Today, we’re taking a good look at what it takes to establish trust with prospects. Starting by defining ‘trust’ and its impact on a sales conversation.
In Today’s Jam
Sales Tip of the Week: Ask For A Referral
The Sales Lab: The Best Sellers Lead with Trust. Do You?
Weekly Poll: Do You Struggle to Build Trust with Prospects?
Sales Q&A: How Do You Make Prospects Trust You?
Your Emails Are Giving Customers the Heebie Jeebies
A Sales Scene
The Sales Lab🔬: A Unique Approach to Understanding ‘Trust’
One of the leading reasons sales professionals struggle is due to a misunderstanding of ‘trust’ — and what it actually means in sales. Repeat business. Recovery. Whatever it is you’re trying to achieve, ‘trust’ is not just necessary, it SHOULD be the number one tool in your arsenal as an ‘advisor’ to your clients.
Still, so many are more focused on delivering Oscar-worthy speeches on how big their company is, how long they’ve been selling x product, and trying every trick in the book to get customers to come up out of their wallets.
All the while ignoring trust.
Let’s break down why so many sellers are getting it wrong.
A Change in Perspective
Consider: what is it that prevents most sales from happening?
Naturally, if you understand what most sellers are doing wrong, you can then apply a different approach. This is why trust is so relevant here. Most sellers don’t see trust as a sales issue. It’s one of the last things they factor in when trying to think how to convince a prospect. In reality, they should be striving to gain their trust.
Start Leading with Trust
It’s not enough to know (somewhere far in the back of your mind) that you NEED the client to trust you. You have to actively work to accomplish this as quickly as possible when engaging with the client.
Instead of asking yourself what feature, discount, or price point, might matter to the prospect, start by first understanding their problem — and from there, a framing that will present you as an expert they can trust.
Never put trust on the back burner.
More Than a ‘Soft Skill’
Measurable things within an organization are heavily affected by trust. Take your pick: performance, employment engagement, etc.
Think about a company you’ve worked at where you didn’t trust the leadership—how would you describe the quality of your everyday work life? Probably not as great as it was at that one job you really enjoyed.
The Global Study Trust Outlook reports that 76% of customers won’t buy from a brand they don’t trust. Trust is a universal language spoken by customers; it transcends industry, vertical and niche.
Do You Struggle to Build Trust with Prospects? |
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It’s Time For That Dream Sales Job…💼
Looking for a new job opportunity in Sales? Search for the latest and greatest jobs here.
Looking to hire someone with great Sales experience? Post your job on The Sales Jam Job Board, here.
Game Changers of the week🔥
“The Go-Giver”: A Shortcut to Stop Sucking At Sales
Bob Burg and John David Mann’s “The Go-Giver” follows Joe, a struggling salesman, experiencing one of his worst quarters yet. Joe is soon introduced to the Five Laws of Stratospheric Success which help him shift his focus from “getting” to “giving”. A system that works exceptionally for sales professionals.
How Amazon and LinkedIn Leaders use AI to transform Sales
Find out how AI is helping leaders stay ahead of the curve by identifying ideal prospects. Then equipping sellers with the data needed to make the most out of each conversation.
Listen: Apple Podcasts | Spotify
7 Assets Needed to Succeed in Sales
Dive into the 7 assets needed to succeed in sales, from strategic thinking to resilience. But first understand, that you, a sales professional and advisor, should also be an asset to your clients.
Your Emails Are Giving Prospects the Heebie Jeebies 😖
Don’t spend the first quarter freestyling your sales emails—that’s an easy way to have your playbook out of whack. Tap into this resource filled with high-performing templates that’ll help you stand out in customers’ inboxes.
Sales Scene of the Week🎬
‘When the Customer That was “Thinking About it” Calls Me Back’
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