By Jeff Beals
Trust is a two-way street. Not only does it make business easier, it frankly makes it worthwhile. Those who flourish in a sales and marketing career for many years endure because they put a premium on people. They build trusting relationships not just because they help others make more money but because it’s also the right thing to do. The elite sales professionals are in business for their clients. Ordinary ones are in business for themselves.
A few key points to remember when it comes to trust and deal-making:
Trust facilitates and speeds up purchasing decisions.
Be attentive so you can sense when an aura of trust settles onto a relationship.
Climb the “relationship depth chart” (rapport, relationship, trust and signed deal) with each prospect. It is sequential and must be followed in exact order.
Establish a long track record of doing the right thing. Be the type of person upon whom others can rely.
The truth builds trust.
Trusting relationships are fostered when you go out of your way to relate to people and never make them feel inferior.
Put clients before proﬁts. In some ways, this might seem counterintuitive, but trust me…You’ll get rich if you do this over the long term.
Sometimes you have to take a leap of faith and just decide to trust someone in order to ﬁnd out if he or she is trustworthy. As Ralph Waldo Emerson once said, “Trust men and they will be true to you; treat them greatly and they will show themselves great.”
Your best client is your best client because you are comfortable saying no when he or she needs to hear it.
Jeff Beals is a professional speaker and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at firstname.lastname@example.org or call us at (402) 637-9300.
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