Building trust for your organization

Who is the first person you turn to when your car breaks down or you need to make a major purchasing decision? More than likely your first answer is a family member or friend. You do so because you have TRUST in the advice they will provide to you. So what about your customers, who do they first turn to when they need to make a major purchase decision?

Today both businesses and consumers have more resources at hand to assist in the decision making process than ever. No longer does your customer have to rely solely on what the salesperson informs them. And to further that point, most people simply don't want to be sold to. In spite of all that 70% of the final customer brand perception and preference is determined through direct contact with the salesperson. Thereby making the face to face meeting with your staff a valuable commodity to the sale.

Not only should your sales team be perceived as a contact to you organization, but as a valuable asset in the decision making process. The best way to do this is to encourage research into the company prior to making the initial contact. This sounds basic but its often overlooked by the sales team.

The Selling Point: Your customers should be able to pick up the phone and say to your staff "You understand my company, our challenges, and our goals. You have provided us with sound advice and understand this will be a long process, so lets get started!"

Sales Quote: To be successful, you have to be able to relate to people; they have to be satisfied with your personality to be able to do business with you and to build a relationship with mutual trust.
-George Ross