If you can build trust with skeptical sales prospects, you can get beyond the doubts that stall or terminate a deal.
Skeptical sales prospects are the rule rather than the exception. The skepticism that your sales prospects display, however, is often easy to overcome as it is usually based on the fact that in the beginning, your sales prospect does not know whether he or she can trust you. If you can build trust with skeptical sales prospects, you can get beyond the doubts that stall or terminate a deal.
As a sales person with confidence in your organization and its offerings, you know that what you have to offer has a high success rate that can be of great benefit. To build trust, you must be able to convince your skeptical sales prospects this is true. The first way to do this is by acknowledging that the doubts and concerns your sales prospect may have are valid, and helping your sales prospect understand the value of what’s on the table. To do this:
Storylines work well to build trust with skeptical sales prospects because they are easy to understand and do not require a great deal of time. When using storylines to build trust, focus on stories that demonstrate quantifiable results. While you can use printed storylines from marketing or other reference materials, when dealing with skeptical sales prospects it is usually best to talk through the story together so that you can tailor the dialogue to help the prospect understand how it is relevant to him or her.
Most sales people are genuinely interested in what is best for all parties involved in a deal. However, for some sales people this authenticity is foreshadowed by a “sales persona” that kicks in when the stakes are high. Focusing on the positive can be beneficial, but if you are also willing to confront the negatives and discuss the underlying issues with skeptical sales prospects, you will have greater success in the campaign to build trust.
Build trust, honesty, and integrity by avoiding common sales lingo that skeptical sales prospects are sure to recognize, and focus instead on being present in the sale and for the prospect and his or her needs. When you do this, skeptical sales prospects will respond more strongly to you on a personal level, which is all the foundation you need to build trust and close the sale.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ 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 two daughters, BBQing on a hot summer day, tropical vacations and cottaging.