We work with those we trust to solve our problems.
It’s this simple.
Your promise to deliver a result (to get more, to save more, to look good, to feel good, to eliminate pain, or to be loved) is only purchased when your prospects and customers trust you to deliver.
For current customers, developing and confirming a level of trust can be established partially through history – how your solution to their need has performed before. But with those who don’t have a relationship with you, trust is developed as you show an interest in their situations and needs.
The fundamental beginning to developing trust…
- Asking pertinent questions
- Listening with complete attention
After making contact and getting your prospects’ initial attention, it’s time to give your attention to them.
Quick sales audit…
How do you and your team rate on asking questions and listening to responses?
Other than making contact with people, nothing will serve your and your team’s efforts to establish trust and increase sales better than becoming experts in asking the right questions and following up with true listening.
This is what engages people.
This is how you learn more about them and their situation.
This is how you establish trust and credibility.
This is how you sell.
Start by reviewing the top 30 open-ended questions from Just Sell. Then, dig into our guide to better listening.
(Remember: People want to get more, save more, look good, feel good, eliminate pain, and be loved. It could be one or any combination of those points. Get the printable reminder above.)