Finding the issue of trust a little difficult to deal with? Well, look at it in terms of the buyer’s risk can help. Specifically the risk of making the wrong buying decision and the consequences in terms of; embarrassment, annoyance and cost. Your concern for and efforts to reduce the buyer’s risk are probably the most [...]
Wouldn’t your job be a lot easier if your customers and prospects saw you as a trusted advisor, rather than a salesperson? Well if the answer is ‘yes’ then ‘Trust-Based Selling by Charles H. Green’s is a must read. Do Buyers Trust Salespeople? The reality is that the words ‘sales’ and ‘trust’ are rarely used [...]
You think you are close to winning the sale. In fact your offering clearly beats the competition. However, it is vital that you do not become complacent. Too often unspoken issues, or concerns on the part of the buyer scupper the ‘sure thing’ sale. Buyers Can Get ‘Cold Feet’. As the Sale Approaches The Buyer [...]
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