An unknown philosopher once said, “The pursuit of earning trust, not greed, will bring success.” Salespeople who focus on the opportunity, the deal, and the revenue when engaging a prospect often find success elusive. However, success often comes easier to the salesperson who focuses more on earning the trust of their prospect more than earning their next commission check.
When the prospect trusts the salesperson, barriers are eliminated. Trust leads to open and transparent discussions about real business problems the prospect is experiencing and the impact those problems are having on the business. Only then can real solutions be explored. Effective selling starts with effective problem-solving, and effective problem-solving is built on a foundation of trust. Below are ways to build a solid foundation of trust.