Building Trust is Building Sales
Have you and your team built trust among your buyers? You may think so, but it would be wise to double-check. Many salespeople believe that trust between them and their buyers is much higher than it is. This illusion of trust is known as “illusory superiority.”
Here are a few ways to ensure that your buyers trust you and your team.
Note: As you read this, you may tend to say, “Sure, I know all of this stuff.” Instead, as you read each point, ask yourself, “Do I do each of these things with complete integrity and commitment with every one of my buyers?”
Be a consultant Demonstrate your interest and passion for the buyer’s business. Share your point of view on business with your buyer. Show your competency by offering advice and being confident in your opinions. Most of all, help your buyer succeed.
Share Sales Success You already know many of the strategies that work to build sales. Share insights you have learned through trial and error. If you have research, data or ideas to improve sales, share them too. Provide direction, ideas and information that will foster sales success for your buyer.
Be the Expert Many buyers claim that they do not trust their sales contact simply because they feel the salesperson does not know enough about the buyer’s business, the market, the competition, and the considerations the buyer faces when purchasing products. Engrain and engage yourself in your buyer’s business and show your interest and knowledge. Bring ongoing and refreshed information to the buyer to help them learn and grow more interested in your products and the consumers who buy them.
Be Dependable Trust means that your buyer can depend on you and your products — every time. Do what you promise and do it before you need to be reminded. Do it with speed and efficiency to demonstrate your loyalty and prove that “your word is your bond.”
Do What is Right Do what is right for the buyer and their company, even if you must turn away business or sell at a lesser profit. Show the buyer that you have their best interest at heart. There is no better way to build trust than this crucial point.
Be Yourself Get to know and understand your buyer personally. Learn about their challenges at work and their family. Share stories — both personally and professionally. Build a bond that goes deep.
These points will help you stand out not as just a salesperson but as a partner in business and ideally as a friend. Doing these things will create your point of differentiation. The buyer will see you as a dependable and knowledgeable co-worker whom they can count on to help the business succeed.
Interested in learning more about building your sales? FUSION can help with ideas on building sales through research, data analysis, communications and creative marketing solutions.