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Answer Upon - Is Your Sales Trust Factor High Enough to Win Against the Competition?
Is your current management team operating like a Swiss Watch? Would you say that you have significant Organization Capital in your management team? Does your team work well under deadlines and crisis? Can your management team handle just about anything without breaking the law or causing conflict with your mission statement?Do you have a mission statement? Is it a good one? Do you follow it? When was the last time your team sat down to review it and or revise it if necessary? You need to obviously have a mission statement and one, which is well d
The best way to create this separation point is to increase your trust factor with your buyers.
You Need a Plan Given the perception of buyers, trust-building is not likely to occur simply as a result of your sales process.
If you attend the same training courses as other sellers in your industry, read the same books, say the same things, and use the same sales tools and techniques, chances are you’re not going to create much of a separation with buyers based on trust.
Despite the fact that level of trust is the number one decision fact
One of the hardest things for new salespeople to grasp is the fact that calls have to be made everyday, even when it seems as if they don't matter. It's Murphy's Law or something, but when a person is just starting out, it's tough to drum up any real interest in anything. Not to mention interest in whatever product or service you are trying to distribute.The "pot of gold" at the end of the sales call rainbow only appears if calls are made everyday. A critical mass must be reached, and the only way to reach a critical mass is to make those call
Is it higher than the sales trust factor of your competition?
It should be, if you want to increase your success in sales.
Your trust factor represents the level of trust that buyers have in you as a seller. In the buy/sell relationship, perception is the reality under which sellers operate, and trust is based on the buyer’s perception of you.
You may be the most honest, trustworthy person in your field, but if buyers don’t perceive you to be trustworthy because of your selling behaviors, it doesn’t matter how trustworthy you are in reality.
Buyers Don’t Trust Sellers What is the greatest challenge, usually unspoken, that sellers face when working with buyers?
Distrust.
The simple truth is buyers don’t trust sellers. Unfortunately, because of the way a lot of people have sold in the past and still sell today, buyers have very good reasons not to trust sellers.
We all like to think we’re trustworthy. In fact, a study has shown that we think others trust us at significantly higher levels than they really do. For example, you may think that buyer A rates you as eight out of ten on the trust factor scale. When asked by a third party, however, the same buyer may actually rate you as five out of ten, the same they rate most other salespeople. Again, the reality is that most people mistrust sellers — regardless of what they may tell you.
Trust – YOUR Competitive Advantage To win more business, especially in today’s competitive environment, it’s imperative that you create a separation point between you and your competitors based on trust. Notice I said YOU. For most products and services today, there is relatively little functional difference for the buyer among the available choices, even though companies continue to spend billions of dollars in advertising each year to attempt to create separation points in the minds of buyers.
Today’s buyers are so busy and exposed to so much information that often they either ignore or do not recognize these efforts. Buyers have a difficult time making a purchase decision because they are not able to identify one product or service that is clearly superior to the others.
It’s critical, then, that sellers focus on trust-building activities with prospects and customers and avoid trust-breaking activities. You must take it upon yourself to create a separation point in the mind of potential buyers between yourself and your selling competitors.
The best way to create this separation point is to increase your trust factor with your buyers.
You Need a Plan Given the perception of buyers, trust-building is not likely to occur simply as a result of your sales process.
If you attend the same training courses as other sellers in your industry, read the same books, say the same things, and use the same sales tools and techniques, chances are you’re not going to create much of a separation with buyers based on trust.
Despite the fact that level of trust is the number one decision fact
Business organizations all across the globe are deploying Six Sigma concepts and techniques for improving the quality of their products or services. This has created the need to educate employees about the various Six Sigma concepts and techniques that improve quality and help in offering better products and services than those offered by competitors. This is necessary, as quality products or services are primary requirements for the long-term success of any business organization.Training Is NecessaryAny company planning to empower its emp
Distrust.
The simple truth is buyers don’t trust sellers. Unfortunately, because of the way a lot of people have sold in the past and still sell today, buyers have very good reasons not to trust sellers.
We all like to think we’re trustworthy. In fact, a study has shown that we think others trust us at significantly higher levels than they really do. For example, you may think that buyer A rates you as eight out of ten on the trust factor scale. When asked by a third party, however, the same buyer may actually rate you as five out of ten, the same they rate most other salespeople. Again, the reality is that most people mistrust sellers — regardless of what they may tell you.
Trust – YOUR Competitive Advantage To win more business, especially in today’s competitive environment, it’s imperative that you create a separation point between you and your competitors based on trust. Notice I said YOU. For most products and services today, there is relatively little functional difference for the buyer among the available choices, even though companies continue to spend billions of dollars in advertising each year to attempt to create separation points in the minds of buyers.
Today’s buyers are so busy and exposed to so much information that often they either ignore or do not recognize these efforts. Buyers have a difficult time making a purchase decision because they are not able to identify one product or service that is clearly superior to the others.
It’s critical, then, that sellers focus on trust-building activities with prospects and customers and avoid trust-breaking activities. You must take it upon yourself to create a separation point in the mind of potential buyers between yourself and your selling competitors.
The best way to create this separation point is to increase your trust factor with your buyers.
You Need a Plan Given the perception of buyers, trust-building is not likely to occur simply as a result of your sales process.
If you attend the same training courses as other sellers in your industry, read the same books, say the same things, and use the same sales tools and techniques, chances are you’re not going to create much of a separation with buyers based on trust.
Despite the fact that level of trust is the number one decision fact
Many sales professionals are eager to show how much they know. A customer asks a question and it’s off to the races. The salesperson rambles on info dumping every last detail about their product or service and then wonders why the customer is indifferent and disinterested. Well back that truck up! During your info dump you either bored your customer to death or buried them in confusion.So how do we tell all the great features of our products without losing the customer in all the minutia?First we must take a look at the di
Trust – YOUR Competitive Advantage To win more business, especially in today’s competitive environment, it’s imperative that you create a separation point between you and your competitors based on trust. Notice I said YOU. For most products and services today, there is relatively little functional difference for the buyer among the available choices, even though companies continue to spend billions of dollars in advertising each year to attempt to create separation points in the minds of buyers.
Today’s buyers are so busy and exposed to so much information that often they either ignore or do not recognize these efforts. Buyers have a difficult time making a purchase decision because they are not able to identify one product or service that is clearly superior to the others.
It’s critical, then, that sellers focus on trust-building activities with prospects and customers and avoid trust-breaking activities. You must take it upon yourself to create a separation point in the mind of potential buyers between yourself and your selling competitors.
The best way to create this separation point is to increase your trust factor with your buyers.
You Need a Plan Given the perception of buyers, trust-building is not likely to occur simply as a result of your sales process.
If you attend the same training courses as other sellers in your industry, read the same books, say the same things, and use the same sales tools and techniques, chances are you’re not going to create much of a separation with buyers based on trust.
Despite the fact that level of trust is the number one decision fact
According to Rob Sheehan, director of executive education at the James MacGregor Burns Academy of Leadership at the University of Maryland, “Being a good boss is important in any organization, but it’s particularly important for small business. With smaller businesses, you really have the opportunity to set the tone for the entire company.” There are several characteristics, traits, and attitudes that seem to be prevalent among executives that are viewed as “good bosses” by their employees. These include:• Including all levels of employees in
Today’s buyers are so busy and exposed to so much information that often they either ignore or do not recognize these efforts. Buyers have a difficult time making a purchase decision because they are not able to identify one product or service that is clearly superior to the others.
It’s critical, then, that sellers focus on trust-building activities with prospects and customers and avoid trust-breaking activities. You must take it upon yourself to create a separation point in the mind of potential buyers between yourself and your selling competitors.
The best way to create this separation point is to increase your trust factor with your buyers.
You Need a Plan Given the perception of buyers, trust-building is not likely to occur simply as a result of your sales process.
If you attend the same training courses as other sellers in your industry, read the same books, say the same things, and use the same sales tools and techniques, chances are you’re not going to create much of a separation with buyers based on trust.
Despite the fact that level of trust is the number one decision fact
Transcription services are required in almost every area of the business spectrum. The need to put into text, the spoken word, automatically creates demand for business transcription companies that specialize in this type of work. Mostly, it is the businesses themselves that do their transcription work to avoid the extra cost of transcription services. However, too much of transcription work can put undue load on the existing staff. This can subject them to unnecessary work related stress and the quality of their important duties will also suffer. Also,
The best way to create this separation point is to increase your trust factor with your buyers.
You Need a Plan Given the perception of buyers, trust-building is not likely to occur simply as a result of your sales process.
If you attend the same training courses as other sellers in your industry, read the same books, say the same things, and use the same sales tools and techniques, chances are you’re not going to create much of a separation with buyers based on trust.
Despite the fact that level of trust is the number one decision factor in many purchases, it is rarely addressed. If you were to take a look at the indexes of the ten most popular sales books, how many do you think would include the word “trust” in the index? Try it. If the books you read are like the books on my bookshelf, only one or two will even have the word listed in the index. The others probably have only a few paragraphs discussing the topic of trust.
So what IS your approach to overcome distrust, one of the most significant obstacles in the buy/sell relationship? Do you have a specific, well-thought out plan designed to overcome this obstacle and to build greater levels of trust with your prospects?
You must create an action plan and constantly focus on executing the plan in order to build trust. And once you’re able to increase your trust factor with buyers, you will also see an increase in your sales.
Summary — Three Key Points to Remember:
- Regardless of what you believe about your own level of trustworthiness, your trust factor with buyers is low.
- To increase sales, individual sellers must create their own separation point from competitors rather than rely on their product, service, or company to create the separation point.
- Sellers can create a separation point by building a greater level of trust with buyers versus their competitors.
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