Sell More: 5 Crucial Steps to Build Trust and Close Faster

Trust
  1. Become an equalto the executive

Decision-makersdonotusuallywanttospendtimewith salespeople.Period!Theywanttoworkwithbusinesspeoplethat providesolutions, andfix problemsthataddress painfullybusiness situations.Beanequalandbeconfident.Weallwanttodobusinesswith peersand assoon assomeonefeelssold,theystopsharinginformation with us. Thismustbe avoided atallcosts.

  1. Count beforeyou respond

Whenrespondingtocommonobjectionstakeadeep breathand hold it for3seconds.Youneedtobecalm,focused,and fitthecontextofthe relationshipyouarebuilding.Ifyouneedtousesometech-talktoanswer an objection,counttothree,andsound natural.

  1. Trustcomesfromsharing…doNOTinterrupt

DoNOTsellto your prospectwhilethey aresharing.Acknowledgetheir emotionsandbusinesslogic,andifyoudo notbyaskingsomewell- formedqualifying questionsoracommentlike“wecandothat”,they makeapre-conceivedopinionthatyoudonotcare. Instead,writedown anoteinfrontofthem,andmakethepointattheendofthesession.

  1. Do not abuse knowing their name

Whentalking;donotover-usetheprospect’sname.Iftheywereafamily orfriend,howmany timeswouldyousaytheirname?Becarefulin ever usingformalitieslike”Sir”orrudenotationslikebud,partner,etc.

  1. In essence, care aboutthem!

Whenrelatingtopeople,careaboutthemandtellthem.Peoplebuyfrom peoplethey like! Be likable bybeing sincere,caring,andabove all intellectuallycapableofprovidingvaluetotheirproblemorpain.

What do you do next? Send us an email and we’ll arrange for you to speak with Ed to chat about how these learnings can help build more sales just for your business.

Sell More: 5 Crucial Steps to Build Trust and Close Faster

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