To make any sale at all, you first need to have your customer’s trust in you, your products, and your company. Maintaining your credibility with clients is essential to increasing your effectiveness in closing.
Yet, it gets complicated when you’re facing a potential client who is immediately distrustful of what you’re presenting.
Here’s how to create strong credibility between you and your clients.
Why You Need Strong Credibility In Sales
As salespeople, you can master the close, the cold call, and every aspect of sales. But if you never have buyers who can trust your credibility…
YOU’LL NEVER BE ABLE TO MAKE PROGRESS IN ANY DEAL.
In every sale, once you earn and secure your customer’s trust, you increase your chances of closing exponentially.
The problem is, however, that so many people are instantly skeptical of anyone in sales.
Unfortunately, some unethical salespeople, who have misrepresented their company and products…
Have made it harder for everyone else trying to get their jobs done.
This is what inspires distrust in so many buyers. But guess what…
DISTRUST IN THE SALES CYCLE IS NOT THE BUYER’S PROBLEM. IT’S YOURS.
You’re going to need to navigate this distrust if you want to close your deals.
Listen, if the buyer was really confident in what you were selling…
They would’ve already bought.
When your clients don’t trust you, they’re going to add time to the sales cycle, and even if you DO manage to close the sale…
IF YOU DON’T RESOLVE THE ISSUE OF TRUST, IT WILL CONTINUE TO CREATE PROBLEMS IN YOUR PROFESSIONAL RELATIONSHIP
So now the question is… How do you get your clients to trust your credibility after being so skeptical of salespeople?
Building Trust With The Buyer
The truth is that no matter what you do…
Every buyer is going to make a decision.
Don’t believe me? How many times have you heard a client tell you, “I need to think about it,” or “I have to check with my team first”?
Putting off making a decision IS a decision. And it’s a decision that’s led by mistrust.
It’s your job to help your clients make the decision that you most want. And you do that by building credibility with them.
You need to first consider the mind of the buyer. Once you start thinking about what they might be thinking about…
You can finally start exercising some of your credibility by answering their questions…
Before they even get a chance to ask them.
But the best way to build your credibility in any sale is by knowing everything there is to know about what you’re presenting.
This means you need to become an expert about:
- Your company
- Your product
- Your client
- Your payment plans
- Your competition
When you’re building your credibility from your expertise, you must BAN the phrase “I don’t know” from your sales language. If you want someone to trust you, you need to provide them with ACTUAL information whenever they need it.
Using Your Credibility
Ultimately, regardless of whether your clients trust you or not, you NEED to remember that
A LACK OF TRUST WILL COST YOU SALES
Building credibility between you and your clients is the key to making sure your sales cycle moves smoothly.
But you have to remember…
No one thing, not even broken trust, is ever enough to break a deal.
Be Great,
Grant Cardone
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