Successfully Selling Trust

We don’t attempt to compete price-wise, but we can more than compete service-wise. Consumers always go back to people they can trust. Think about it for a moment. All of us like to do business with people we can trust. Can you imagine going to a doctor and not having any confidence that the treatment is any good? Can you imagine doing business with a financial institution whose trustworthiness was suspect? Could you be happy with a mate you do not trust? No way.

 The same rule applies in selling. If people really trust you, if everything else is even closer to being equal, they will do business with you.

 There are five reasons people will not buy from you:

1. No need
2. No money
3. No hurry
4. No desire
5. No trust

The best of the five – No Trust – is the most difficult to understand and the most fundamental to possess. The only way to separate personal rejection from business refusal – when the prospect says no – is to understand the importance of TRUST in the sales relationship. People MUST trust you before they buy from you, and if you are not the right kind of person, people will not buy your goods on service.

Courtesy: Zig Ziglar