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How Do You Build Trust in Sales?
July 19, 2008 By: Tom Reilly Official Board MarketsWhy has the Internet NOT replaced salespeople? Because sales is still a contact sport—a people business. Sure, the Internet has opened up a new channel for buying. But it is complementary, not a substitute for human contact, especially when people have questions. People still buy from people and they like it that way. Why? Trust. Trust is the currency of good relationships. When people trust each other and want to do business, they work out the details.
So, how do you build trust with your customers? Try these ideas:
•Tell the truth even when it hurts. If your product is not the right solution, tell the customer that there may be a better way to solve their problems. You may lose the sale but the trust you earn will pay long-term dividends.
•Deliver on your promises. Say what you will do and then do what you say. Dependability and reliability build trust. People know you are a person of your word.
•Follow up on customer requests. When the buyer asks you to do something, deliver on that request. No one likes loose ends, although some salespeople seem more comfortable with them than others do.
•Sell the right solution—always! Sell to the customer’s need, not yours. It’s their money, their problem, and a solution with which they must live. Make it right or walk away.
Success in sales is more about performing for the customer than technique. Perform, deliver and build trust. This is a people business.
For more information, visit www.tomreillytraining.com.
