How to Get a Prospect to Trust You
A rare event occurred last week. A PR agency in New York promised to set up an appointment with an executive regarding the book I wrote … and then did.
She followed up.
She did what she said she would do. She actually did.
And the crowd went wild.
It sounds like such a simple thing and, well, it is! But the underlying message you send someone when you do what you say you are going to do is wicked important:
You can trust me.
Think selling print is hard? Try selling trust. How do you convince someone to trust you as a sales rep? Saying, “Trust me. I’m in Sales” makes a great T-shirt but might as well say, “You don’t know me but trust me anyway.” The only way to sell trust is to act in a trustworthy manner. Doing what you say you are going to do is an action that speaks volumes.
Apply it in your prospecting process:
“Hi, this is Bill Farquharson. I promised to follow up on the letter I sent and I just did.”
String together a series of kept promises and you’ll soon find yourself sitting in the Promised Land: An appointment with a new prospect.
I’m Bill. I’m in sales. And you can trust me on that.
Hey! My new book, The 25 Best Print Sales Tips Ever! is now available on Amazon! Click here for the link and get yours. You can learn more at The25BestSalesTipsEver.com
Need sales?
Bill Farquharson can drive your new business sales momentum. See his training programs at AspireFor.com or call Bill at 781-934-7036. His email address is bill@aspirefor.com
To talk about what I can do for your sales team in the form of a live presentation, workshop, or individual training, either call or hit this link and jump on my calendar.
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- Business Management - Marketing/Sales
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.
