How to Earn Trust (before you can prove it)
We work with those we entrust to solve our problems.
It’s this simple.
Your promise to deliver a result (to get more, to save more, to look excellent, to feel excellent, to eliminate pain, or to be loved) is only bought when your prospects and customers entrust you to deliver.
For current customers, developing and confirming a level of entrust can be established to a degree through history – how your solution to their need has performed before. But with those who don’t have a relationship with you, entrust is developed as you show an interest in their situations and needs.
The fundamental commencement to developing entrust…
- 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 give your and your team’s efforts to establish entrust and increase sales better than becoming experts in asking the right questions and following up with right listening.
This is what engages people.
This is how you learn more about them and their situation.
This is how you establish entrust and credibility.
This is how you sell.
Start by reviewing the top 30 open-finished questions from Just Sell. Then, dig into our guide to better listening.
(Remember: People want to get more, save more, look excellent, feel excellent, eliminate pain, and be loved. It could be one or any amalgamation of those points. Get the printable reminder above.)