How to Build Trust with your Sales Prospects Part 1

Outstanding sales people become trusted allies

When your interests as a sales person are aligned with your prospects you’re looking out for their best interests. Creating a sense of trust and mutual interest is built on a foundation of respect. Successful sales people demonstrate this respect by being highly intuitive in communicating and empathizing with prospect needs. In the next two blog posts we will look at four habits that increase your effectiveness at engaging prospects and building trust:

Be aware of Cultural Context

Speak with the right language

Tailoring your speech to compliment your prospect’s level of education, literacy and understanding of technical jargon will create a sense of respect and competency

Mark Wardell's Top 10 Tips for Managing Your Time

1. Plan the following day at the end of each day

This is the time your mind is most clear. If you try to plan your day in the morning, you become distracted by your e-mail, your voicemail, the telephone, your employees, your customers, and so forth. It’s nearly impossible to think rationally about your priorities when you’re being pulled in 10 different directions. It’s also a good idea to plan the following week at the end of each week, plan the following month at the end of each month, and plan the following year at the end of each year. Make this part of your regular routine. If you follow no other piece of advice on this list, follow this one. I guarantee you this simple change will increase your productivity more than you can imagine.

Mark Wardell's Top 10 Tips for Increasing Your Sales

1. Up-sell to your customers

For starters, they already know and trust you, plus they have demonstrated a willingness to buy.  So if they are given the option of a volume discount, for example, they just might jump at the opportunity to buy more.

2. Cross-sell to your customers

People appreciate convenience and choice.  Be sure to provide both by making additional products or services available that complement and enhance your customers’ buying experience.  For example, if a customer buys a product from you that requires batteries, be sure to offer him batteries at the time of purchase.  Otherwise he’s likely to be frustrated when he gets home and discovers that he needs to head back out to get some batteries… possibly from someone else’s business..

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