How to Sell Trust
Do you trust me?
Me. Bill Farquharson. Do you trust me?
That’s an actual question. Ponder it and get back to me.
We’ve probably never met. But I’ve been in your ear for decades, handing out advice. You get my sales tip on Monday and read my blog on Tuesday. They are delivered like clockwork. You can count on it.
You can trust it.
Approach a new customer and you have a mountain to climb when it comes to trust.
It’s a paradox. You’re not going to get a customer to buy from you until they trust you but they won’t trust you until they become a customer.
As such, you need to create a pattern of kept promises and build a track record:
Towards the end of voicemail #1: “So, today is Tuesday. I will call you again before the week is out.”
At the beginning of voicemail #2: “It’s me! I told you I’d call and here I am, just like I promised.”
Make a promise. Keep the promise. Point out the pattern. Achieve trust.
Aim to be as reliable as the sun rising every morning and you will build a relationship on a solid foundation. No one says, “I buy from that rep because I trust her,” but trust is at the core of the selection process.
Trust me on that.
And trust The Sales Vault to deliver AI-infused ideas for sales growth. Go to SalesVault.pro or call Bill Farquharson at 781-934-7036.
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Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
