SURPRISE: Trust is the Key to Sales!
“Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust”(Zig Ziglar).
When people teach about sales one of the key components is how to overcome objections such as money, need, want and time. However one of the biggest reasons that people buy is TRUST. They trust that you will deliver the solution to their problem with a service they require or a product that provides satisfaction.
Of all the components in sales I believe trust is the least talked about. You can overcome all other objections but if a client doesn’t trust you they won’t buy from you no matter how fantastic your service or product is.
What is trust?
The definition is: belief that someone or something is reliable, good, honest and effective.
I often find that your ability to communicate and listen provides the foundation for trust between the salesperson and potential client. If you are unable to create this foundation it often leads to a potential client feeling unheard, pushed into buying something and dissatisfied. When sales should be service and a solution to a problem.
The Savvy Sale approach to sales is to create a transaction built on trust, low stress, great communication and both parties feeling they have benefited from the purchase. This approach for any business is to have a sales system in place that creates an enjoyable experience that produces long lasting satisfied customers that know they have been heard and that the seller (salesperson) genuinely cares for them, their satisfaction and success.