Everyone knows that people buy from people they trust, as well as understanding that taking the right actions is required to earn it before a sale happens.
Yet, most salespeople don’t consciously put effort into building trust in every interaction.
- I’ll call you back next Tuesday… and you do
- Once you ________, I’ll get started… and you do
- It sounds like my next step is _____… and you do
- I’ll send you an email… and you do
- If we ______, will that fix the problem… and you do
- I’ll get you a sample… and you do
- You’ll have that information by ________… and you do
Ok, I didn’t give you a million options, it is the million little things you commit to doing AND do that build trust.
Or perhaps it’s only one; saying what you commit to … and you do it.
Act Accordingly
- Say what you’ll be doing.
- Gain commitment from your prospect/customer that is the right action.
- Do what you said you’d do.
When things go AWRY (and they will…)
As important as doing what you say you’ll do is to let people know things are going / have gone awry. Showing your prospects and customers commitment means something to you, is critical to your success.
- I committed to ________, we need a little more time…
- I have to apologize, I said _____________ – yet instead ___________ happened.
- We agreed to ________, unfortunately, it didn’t happen that way.
Through the millions of little things you say you’ll do – then actually accomplish; you will prove you’re reliable, show consistency, gain commitment, speak with sincerity, demonstrate competence, and confirm your integrity.
Trust me 😊
Lynn