It All Begins with TRUST
Would you jump to someone you didn’t trust?
Trust is a word that is used very casually these days. First, let me put forth a disclaimer: Trust is not bestowed. It is earned. In your personal life, you surround yourself with people you Trust. This becomes your “core group” and one you rely on in good times and bad. You share your darkest secrets; your highs and your lows, with these people. This translates to our professional world as well.
People and companies do business with people and companies they Trust. Just as we have a choice of those we surround ourselves with in our personal lives, we have an even greater choice of those we surround ourselves with in our professional lives. For instance, you may use the same realtor each time you buy or sell or property. You may use the same butcher or even buy the same brand of ketchup each and every time. Why? Because you Trust them. It is vital for salespeople to establish Trust with their clients. It is often said that people do business with people they like. This is true, but more importantly, people do business with people they Trust. Whether you are selling a product as simple as toothpaste or selling a product that could be the single largest purchase in someone’s life, that client’s decision to make their purchase from you is based on their Trust in the brand (more on that in a future blog), or their Trust in the salesperson – a.k.a, you.
As sales people you can build Trust by:
- Selling the Truth
- Sticking to Your Word
- If a Challenge arises, Be Honest and Offer a Solutions
- Be There for Your Client in Good Times and Bad
- Represent Your Clients Needs and Desires as Much as Your Own
Once you have established Trust you have to work every day to maintain the Trust you have built. Your competition is waiting for you to beak that Trust! Don’t do it.
Attributes of Trust
T = Truthfulness
R = Reliability
U = Understanding
S = Sincerity
T = Timeliness