How To Establish Rock Solid Trust And Rapport In Selling

How To Establish Rock Solid Trust And Rapport In Selling

Many years ago, I landed a job selling medical nutrition products to nursing homes located in Southern California. And boy, did I start off with a bang. In fact, I took my prospect list the company had given me, and I contacted all 300 accounts within the first month. I was on a roll.

Ready to sell at the drop of a dime.
There was only one problem:
At the end of that month, my sales were not nearly as high as I’d hoped. And for the life of me I couldn’t figure out what was wrong. Was it me? Was it my approach? Was it something with our products, or my presentation of the products?

Hafana How-To-Establish-Rock-Solid-Trust-And-Rapport-In-Selling How To Establish Rock Solid Trust And Rapport In Selling Relationship  value selling selling based on trust selling relationship selling How To Establish Rock Solid Trust And Rapport In Selling establish trust in selling

I couldn’t figure this out on my own.
So I turned to my manager named Bill Cooper.
Bill was (and is) an incredible man, who gave me a piece of selling advice I’ll never forget. He said, “You must sincerely like your customers.”
There is nothing fancy in that sentence. But give those six words a lot of thought because they are one very important reason your prospects will buy from you, or not. And when Bill shared them with me, I realized I had not paid much attention to genuinely getting to know my prospects before trying to sell them.

I liked my prospects because I like most people. But I saw them more as a business transaction instead of living, breathing person with problems I could help solve.
My mindset shifted from trying to sell… to getting to know my prospects first and foremost on a deeper level. Finding out what problems they were having? Finding out how bad these problems were? And then (when appropriate) presenting the benefits of my products as a way to solve their problems.

Did this help me sell more?
Of course it did. Because I really started to like my customers first. They felt this. And as a result, they gave me (and my products) more of their time and attention which in turn helped me close more sales.
Truth is whenever I’m approached by a salesperson, I always try to figure out if they are genuinely concerned with me and my problems. Or, if they’re just out to sell something. If it’s the latter then I rarely give them my business.
So there you have it.
A fool-proof way to grow your sales simply by shifting your focus off yourself and onto the person sitting in front of you.

Advertise on Hafana