Sales Advice To Create Trust With A Small Business Prospect
First and foremost, prospects trust a salesperson that exudes confidence.
There is simply no better way to earn a customer’s trust than to have a live chat feature so they can communicate directly with you.
Salespeople often get a bad rap because too many try selling a prospect something they do not want. Solution selling is about listening to and then educating the customer, which creates trust.
However, not all customers have the same level of understanding. Often, you have to take them on a journey of discovery to earn their trust.
Speaking of educating the customer, great salespersons recognize the value in employing the three “T”’s to build trust.
A one size fits all approach does not work in sales. B2B and B2C customers are different in their needs and wants.
Before pulling the trigger, many prospects look for social proof by seeing what others are saying about your brand/product.
Did you know that very few sales occur on the first contact with the prospect? In fact, I recently read that it takes five contacts on average to convert a prospect into a customer. So, today’s sales include nurturing a prospect until they are ready to buy.
Not all prospects are the same. As a salesperson, it is important to understand that not all customers are as attractive to the business.
Moreover, many salespersons forget that once the prospect becomes a customer, there is great value in maintaining post-sale contact with them, either to make additional sales down the road or create a social agent that will contribute to referrals.
After all, every good salesperson wants their relationship to evolve from vendor to trusted partner.
Most business owners are the brand of their business and are also involved in selling. When this is the case, you need to stand out and get noticed as a brand authority.