In last week’s post I discussed the three keys to building a successful sales career. Those keys were Know, Like and Trust.
It is Trust and the Value it brings that I would like to discuss today by asking these two questions.
1. Without trust, what value are you and your company bringing to the relationship?
2. Without value, what do you or your organization really have to offer over your competition?
I would say the answer to both of the questions is “Not Much.”
I Believe –
Trust is the cornerstone of any customer relationship. When your customers trust you, they will listen to your advise, be more forgiving when any misunderstandings arise and willing to purchase the products and services you have to sell.
I Also Know –
Honesty and integrity is the foundation of any trustful relationship.
Your customers must:
- See you as a person of integrity and honesty
- See your products or services as creating value
- See your organization as one of integrity
Before you can begin to earn their trust.
From the book “Integrity Selling”:
Trust is earned over time and it is defined in different ways by different people. It is influenced by many factors, such as:
- Being truthful and authentic, even when it is difficult
- Allowing people to disagree without becoming defensive
- Doing what you say you will do – being consistent
- Listening with respect and attention
These are skills and habits that must be learned, practiced and implemented in order to build any trusting relationships (sales or other).
Once trust is earned the sales process becomes much easier. Without trust the sales process is nearly impossible.
For a few minutes, put yourself in the shoes of your customers.
Think about what “you” want in a salesperson or supplier.
I know there are many things you can come up with but honesty, integrity, value and trust has to be at the top of any list when discussing “wants” in a sales relationship.
What value do your customers put in Trust?
“It may be hard to put a dollar amount on the value trust brings into any relationship, especially a sales relationship but without trust the value will be darn close to zero.” – Wes
I guess the question is “What Value of Trust are you putting in your Sales Relationships?”
If you would like, please leave a comment below or you can email me at feedback@wewaonthenet.com.
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Thank you for taking the time to read this article.
Now let’s get out there and over-deliver!
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