{"id":5192,"date":"2016-05-15T16:25:13","date_gmt":"2016-05-15T13:25:13","guid":{"rendered":"http:\/\/209.42.255.5\/~actionpoint\/?p=5192"},"modified":"2017-03-01T08:47:00","modified_gmt":"2017-03-01T06:47:00","slug":"building-trust-in-sales","status":"publish","type":"post","link":"https:\/\/actionpoint.gr\/el\/building-trust-in-sales\/","title":{"rendered":"Building Trust in Sales"},"content":{"rendered":"<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone size-full wp-image-5194\" src=\"http:\/\/209.42.255.5\/~actionpoint\/wp-content\/uploads\/2016\/10\/hands.png\" alt=\"hands\" width=\"283\" height=\"225\" \/><br \/>by Kostas Voutsinas| <br \/>Trust is critical for sales success. Trust is building during the Sales process and it is series of \u201cproofs\u201d of<strong>\u00a0good intention and excellent results.<\/strong><\/p><p>In case of an existing cooperation, it is a daily process. However, it\u2019s quite difficult to prove your good intention and the capability of produce results at the first or second sales call. Here are some ideas for building trust in sales.<\/p><p><strong><u>\u0391<\/u><\/strong><strong><u>. Produce Excellent Results<\/u><\/strong><\/p><p><strong>1.Show your expertise.<\/strong><\/p><ul><li>Show your excellence\u00a0<em>knowledge of your product and your services<\/em><\/li><li><em>Response\u00a0<\/em>to all questions or doubts of buyer by demonstrating knowledge of your market, of your competitors\u2019 offer and especially for the impact of your offer on client and on final user \/consumer.<\/li><li>Give\u00a0<em>testimonials\u00a0<\/em>(brochures, research, projects, reference, researches \u2026)<\/li><\/ul><ol start=\"2\"><li><strong> Create a common ground to work on.<\/strong>Nowadays buyers know quite lot of your product\u2018s benefit and drawbacks. . At most of the cases, they have used similar products or services. They looking for ideas and new ways to improve their situation by small , however very important steps, It is like \u2018a \u2018fine tuning\u201d or a \u201csurgical laser operation\u201d. Usually they have a direction or some ideas about the solution but they can\u2019t do it themselves. On the other side they are not willing to share all information and ideas they have. By creating a common ground one can gain trust and information.<\/li><\/ol><ul><li><em>Demonstrate similar experience and involve buyer.\u00a0<\/em>Ask buyer for differences and similarities from projects that you successfully run. Go deep, explain how you see it. Involve buyer but not insist. Ask buyer, \u201cWhat you think?\u201d, \u201cHas the project similarities with you situation?\u201d , let him ask for details, let him make the simulation. And mostly, get information, foresee obstacles, understand the need behind the need.<\/li><li><em>Demonstrate your<\/em><em>knowledge of the results and consequences of your offer<\/em>. Be simple by saying \u201cWe usually receive that feedback\u201d, \u201cIt was a happily expected by our client \u2026..\u201d.<\/li><\/ul><ol start=\"3\"><li><strong> Create a common vision. <\/strong><\/li><\/ol><p>Put together byers\u2019 needs and your experience, your ideas. Outline the frame and main targets and get buyer\u2019s agreement. Ask buyer, what he think, if you are at the proper direction, if he foresee obstacles. Let them understand your way of thinking and your working style<\/p><p><strong>\u00a0<\/strong><\/p><p><strong><u>\u0392<\/u><\/strong><strong><u>.Proof your Good Intention<\/u><\/strong><\/p><p><strong>1.Demonstrate needs understanding.\u00a0<\/strong>Understanding is the first level of trust. Since needs are usually complicate and subjective, a good seller must demonstrate a good understanding. Repeat buyer\u2019s words, be concrete, don\u2019t hesitate to ask, accept misunderstandings and finally make needs clear for both sides.<\/p><ol start=\"2\"><li><strong> Reassure, show your commitment.\u00a0<\/strong>Buyers nowadays know suppliers\u2019 products and benefits. But inside buyer\u2019s mind are questions and doubts like \u201cCan he really do it?\u201d, \u201cIs he the best solution?\u201d. A good seller reassure and show commitment by referring to milestones , procedures, methodologies and others testimonials that secure a safe launching and a stable development of a potential agreement .<\/li><li><strong> Get a quick dive at your principals or your company\u2019s principal<\/strong>. Principals are \u201cproofs\u201d of your honesty, stability and morality. Expose your principal to buyer. Be quick, be concrete and if possible give proof. And most important, do not overdo it. A lot of \u201cbla bla\u201d create opposite results.<\/li><\/ol><p><strong>4.Create a relaxing ambience by being simple and normal.\u00a0<\/strong>There is no need to be too official, those days are gone. Buyers are looking for results, not for formalities. Create some moments for relaxing during the sales talk, let them trust you as a person.<\/p>","protected":false},"excerpt":{"rendered":"<p>by Kostas Voutsinas| Trust is critical for sales success. Trust is building during the Sales process and it is series of \u201cproofs\u201d of\u00a0good intention and excellent results.In case of an existing cooperation, it is a daily process. However, it\u2019s quite difficult to prove your good intention and the capability of produce results at the first or second sales call. Here are some ideas for building trust in sales.\u0391. Produce Excellent Results1.Show your expertise.Show your excellence\u00a0knowledge of your product and your servicesResponse\u00a0to all questions or doubts of buyer by demonstrating knowledge<a class=\"more-link\" href=\"https:\/\/actionpoint.gr\/el\/building-trust-in-sales\/\">SEE DETAILS <span class=\"more-link-image\"><\/span><span class=\"more-link-hover-image\"><\/span><\/a><\/p>\n","protected":false},"author":2,"featured_media":5194,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[172],"tags":[190,177,182,189],"class_list":["post-5192","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-articles","tag-business","tag-sales","tag-strategic-sales","tag-trust"],"_links":{"self":[{"href":"https:\/\/actionpoint.gr\/el\/wp-json\/wp\/v2\/posts\/5192","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/actionpoint.gr\/el\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/actionpoint.gr\/el\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/actionpoint.gr\/el\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/actionpoint.gr\/el\/wp-json\/wp\/v2\/comments?post=5192"}],"version-history":[{"count":0,"href":"https:\/\/actionpoint.gr\/el\/wp-json\/wp\/v2\/posts\/5192\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/actionpoint.gr\/el\/wp-json\/wp\/v2\/media\/5194"}],"wp:attachment":[{"href":"https:\/\/actionpoint.gr\/el\/wp-json\/wp\/v2\/media?parent=5192"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/actionpoint.gr\/el\/wp-json\/wp\/v2\/categories?post=5192"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/actionpoint.gr\/el\/wp-json\/wp\/v2\/tags?post=5192"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}