The Importance of Trust

Trust in a sale is so important and obvious that I believe it often gets overlooked. For instance, when making a sale especially a larger order sale the time spent on the presentation and getting to know the prospect is crucial. Put yourself in the situation of the prospect if you are in a sales presentation and the amount of the investment is large wouldn't you feel more comfortable investing that money if you were able to get to know the sales rep and all the details that are involved. If the sales process is rushed it can kill a sale because there is not enough time to build real trust in not only the salesperson but also the product. The prospect will be left to think why is this person in such a rush to get me to buy?! Some tips on building more trust so that you can comfortably ask for the larger investment is ask more quality questions, spend more time with them demonstrating the benefits of your product or service, and use stories and testimonials of other clients.

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