I was recently handed a card with a quote on it – It read...

“If you want

to get what you want,

you should help someone

get what they want”

You can read this and use it in many ways. I interpreted it as the Speed of Trust which I know is a well known book.

Often we are approached by sales people in stores and at our homes and immediately our tension levels rise and our trust usually drops. Good sales people move us from high tension/low trust to low tension/high trust. Maintaining the trust - which is not always easy - creates buyers for life!

To accelerate trust you should ask yourself “who do you know, who knows who you need to know?”

Focus on the easier sale first – go to people you know (and who trust you) and ask for their referrals. Then straight away you have “social credibility”. Another key point to remember is…

“The more you know about the people you serve,

the better you can serve the people you know.”

Selling is about relating – not persuading. You can provide more meaningful solutions when engaged in dialogue; give up imposing your agenda and aim to genuinely listen to your clients and customers needs.

Also we are often found side stepping the issue of price: “So how much will it cost me?” We focus on making sure we explain the value of our offer first – which is understandable, however a person with an abundant mindset may respond with “Here are your options. I’ll advise you on which one is the best fit for your needs – even if that means introducing you to another company.” This approach is more likely to build trust more quickly.

Finally, always remember “if you don’t follow up, they won’t follow through!” You sell when trust exists. The faster you create trust, the quicker sales will occur and the faster your business grows.