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KELOWNA – “Selling is all about trust” – declare the gurus…..but is it?
If you’re in the office now, look around you at your colleagues. If you do business with supplier, I want you to think of them. If you’re a manager I want you to think about your reps.
Now ask yourself…..Would you give them full, unsupervised access to your bank account? Do you leave your computer unprotected at work when you’re not there?
Do they know everything about you, your secret fears, desires and mistakes?
I’m guessing you answered No, No, No…..why?
Perhaps trust is overrated?
If you’re uncomfortable with this, the next time you’re in front of a new prospect just say…..”Trust me, I’m a salesperson”.
Now watch their body language.
You don’t expect prospects to trust you. And you don’t really trust them. If we did, we wouldn’t need contracts.
What we want is for prospects to feel safe with us. To feel their butt is covered if/when something goes wrong.
So you tell them how wonderful your product/service is and the know in their gut tightens…..because they’ve heard that before. They’ve seen the movie…..Something different is required.
5 Proven tactics to make your prospect feel safe.
- Tell them up front that it’s ok to say no.
- Tell them early that you’re solution is not for everyone.
- Never be afraid to suggest that there is merit in them sticking with their existing solution. It’s familiar and low risk (let them fight you on this one)
- Always give them options. Options = choice = control = safety
- Tell third party stories. Stories are safe, there is no pressure and they allow prospects to insert themselves into your story and discover their reasons to buy.
– John Glennon is the owner of Insight Sales Consulting Inc, an authorized Sandler Training Licensee. He can be reached at jglennon@sandler.com, toll free at 1-866-645-2047 or visit www.glennon.sandler.com.
© 2015 Sandler Training and Insight Sales Consulting Inc. All rights reserved.