Before You Can Earn a Prospect’s Trust

Why we need to earn trust

Regardless of your position in the sales team, there come times when you need to earn trust with your prospect. In the coming weeks, I’m going to write about tactics that can be used to establish trust, an essential start to the sales process.

If you don’t earn trust, you cannot properly understand your clients’ challenges and what’s causing them. This in turn will severely decrease your chance of making the sales later down the line. But before we get there, there is a serious point to consider: Sincerity.

In it for the wrong reasons

As sales professionals, it’s no secret that we can make a lot of money from selling. But what we see time and again is that those who are in it for the money won’t make a lifelong career out of it and won’t experience all the benefits a career in sales can have. You may make money for a period of your life, but it won’t last.

If you really want to build trust with your prospects and a lifelong career in sales, you need to sincerely desire to make a difference in your prospects’ lives through the solutions and products you sell. Sincerity cannot be feined and while you may fake it and get away with it from time to time it will catch up to you and prospects will begin to see through you.

Diagnosing the problem

If your prospects are not opening up to you early in the sales process, keep an eye out for my next article on tactics for building trust. But before you do that, ask yourself if you’re just in it for the money, or do you really care about what you’re selling.

If you’re just in it for the money, that’s okay. Many come for the money (myself included) and stay for the purpose. Reach out to me if you want to have a chat and understand the real value and impact sales can have on business.

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