Establishing trust is one of the most important aspects of the sales process. If a buyer doesn’t trust you, they certainly are not going to do business with you. Without…
Establishing trust is one of the most important aspects of the sales process. If a buyer doesn’t trust you, they certainly are not going to do business with you. Without trust, you fail to establish a strong professional relationship. Without that strong relationship, you won’t have a sale.
When you have a buyer’s trust, they will listen to you and you will gain access to an audience. You will have the opportunity to make your pitch and prove your worth. You can show buyers how you can help them achieve their business objectives.
Even though all sales recruiters understand the importance of establishing trust, getting it is not a simple task. In fact, it can be argued it is one of the most difficult.
Do the following if you want to gain buyers’ trust and win their business:
One of the most commonly cited reasons why buyers fail to trust sales professionals is because they are not experts. Salespeople can fail to understand industry factors and conditions, and they don’t do their homework to understand the buyer’s situation and unique needs.
Your word is your bond. If you make a commitment, even a small one, you need to keep it. The minute a buyer questions your commitment, you risk them disengaging and looking elsewhere for a solution.
No matter what you are selling and how good your relationship is with a buyer, you need to make a strong business case for why your solution is sound. Show buyers how your solution not only helps them, but also provides them with a good return on their investment.
Connecting with your buyers on a personal level is often overlooked in terms of the important role it plays in securing new business. When you can connect on a personal level, and show you don’t have tunnel vision about closing the deal, you can build trust.
Always offer solutions that have the buyer’s best interest in mind, even if it means offering an alternative or deviating from your plan. This will not only help you gain the buyer’s trust, but you’ll also develop a strong reputation among your customer base and industry.
SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.
Rhys is a tenacious, top performing Senior Sales Recruiter with 15+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.