Sales Tip 295
Trust comes in stages
The Marvinizer’s Monday Motivation
You have heard me say many times that people buy from people who they know, like and trust. There are many people who we all know; however, you may not like them or you may like them but there is no trust. Trust must be earned and it comes in stages. It’s similar to the lyrics from Rodgers’ and Hammerstein’s “The King and I”: “Getting to know you, getting to know all about you.”
The first stage is asking and listening, not telling and selling. The second stage is providing a customized solution that may be “yes” or “not now.” The final stage that begins in earning trust is just simply doing what you said you were going to do and don’t make promises you can’t keep. That’s how you become a Trusted Adviser.