I have often talked about the importance of relationships in the sales process and how taking the time to establish them is so key to the success of your network marketing or direct sales business. That's why I was so jazzed to see this excellent post on Jodi Bagwell's Women in Sales Blog on NO Trust? NO Sale!
Here's just some of her great advice on this topic:
"You may be the most honest salesperson on the planet but if your customers don’t perceive you to be trustworthy because of sloppy sales skills and negative selling behaviors, it doesn’t matter.
Do you follow these 4 principles of selling to build trust?
1. Begin and end from the customer’s perspective and walk in their shoes
2. Think in the long term; the relationship is the customer
3. Behave in a collaborative manner and openly conduct honest conversations with customers
4. Be transparent and trustworthy in all meetings and phone calls
Knowing, understanding and possessing the traits that customers like are the best way to gain trust and close the sale. So, in addition to being honest, you need to be knowledgeable, punctual, solution-based and customer-focused, just to name a few. It’s the way you relate to others that determines your customer’s level of trust."