As you’ve already heard, trust is vital to selling. And to earn that trust, likeability plays a huge role. Sure, prospects may buy from reps who they don’t care for, but that doesn’t mean they trust them. This in turn leads to a shaky relationship and potential breakup.
I am finally calling BS on the biggest myth in selling. Salespeople quit or fail because they "fear rejection." Give me a break. "Fear of rejection" is totally bogus.
Oh boy! Oh boy! You got the APPOINTMENT! Slow down there, commitment breath. You’re only at the steps of the church — not the altar.
Considering that prospects are already wary of salespeople, a rep’s credibility is vital to making deals. If a rep missteps and loses that credibility, chances are the prospect won’t hesitate to move on.
Your mom said it best. As a child, when you were fighting or arguing with a sibling or friend, your mom would say, “Billy, you know better than that! Now you make friends with Johnny.”
Evaluate your sales plan: Does it ask too much of a prospect too soon? Does it reflect his needs or your own?
According to a recent article by HubSpot writer Emma Brudner, “Starting off a connect call with "is this a bad time?" creates a plethora of problems that kill the sale out of the gate.”
In sales, it’s important to build trust quickly, preferably during the first meeting with a prospect. Unfortunately, many of these first conversations fall flat, which is a missed opportunity for a potentially lucrative relationship.
Trust me! I cringe when I hear a professional or salesperson use that offensive phrase. My guard goes up. My intuition kicks in and says, "Danger. danger, pay attention! If you have to tell me to trust you, I won’t." Trust levels plummet when professionals use that term. Another cringe-worthy offender I should mention is