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Sales Training - How to build trust.


Trust is the second pillar of the, Like – Trust – Buy formula for making sales.  You have to create trust between you and your prospect to make a successful sale.  The ONLY way they will buy from you if they don’t trust you, is if you are the only supplier for what they need and they have no choice.  And that will only be if it is a strategically important product.

It’s really not all that hard to get a prospect to trust you.  Just a few simple steps:

1.      Know your product cold.

2.      Do what you say you are going to do.

3.      Always tell the truth.

4.      Under promise and over deliver.

5.      Deliver solutions – don’t add to their problems.

6.      Offer best practices.

7.      Don’t be a know-it-all.

8.      Know their business and industry.

9.      Listen more than you talk.

Sales Homework
– List three more ways you can get your customer to trust you.




Sales Managers
– Do not overlook this issue.  Compile the list of trust factors and have your sales reps pin them up in their cubicles or offices.   
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