Are You Applying Trust Based Selling Principles
Continuing this theme that customers want a partner who is genuinely interested in helping them rather that a sales person on their own agenda, take the quick test below inspired by ‘Trust-Based Selling’ by Charles H. Green (well worth reading by the way) and be really honest with yourselves as this could reveal some important development areas.
• I have a track record putting the customer’s interests first even when difficult to do.
• I am focused on enhancing the success of the customer above and beyond the objective of getting the sale
• I am willing to recommend a competition to a prospect, if that is in the prospect’s best interest.
• I am prepared to walk away unless a win-win is possible.
• I spend time with clients that might not be justified by a transaction based qualification.
• I invest energy, time and attention on issues important to the customer that are sometimes only loosely linked to what you are selling.
• I look to the medium and long term, being prepared to invest in prospects that will not generate revenue this quarter, or next.
• Even if the customer does not buy from me this time I stay in contact.
• I am fully transparent and honest in my dealings with customers and prospects.
• I genuinely care about customers and about making sure they succeed.
• I really listen to customers and their needs, thereby earning the right to give advice.
• I sell by doing, not by telling – letting the customer experience what I have to offer during the buying process.
• I spend very little time telling how great my company is, instead ask good questions and engage with the prospect in a real dialogue.
• I am candid about what you know and don’t know,
• I deal with unspoken issues, concerns, or difficult issues
• I am highly collaborative in my approach to working with clients and prospects, including. work at the customer’s site, sharing work as it progresses, involving the customer in the process, etc.
• I let customers see who I really am, rather than trying to pretend to be somebody else.
• don’t avoid the price issue, dealing with it up front and providing the prospect an indication of price ranges early in the sales cycle
Look out for part 3 on how to avoid sounding like a sales model!