It doesn’t matter if you are not in a sales career, we all sell a product or a service and we all negotiate. To that end, let’s talk about the key to success in selling a product or a service: Trust Sells.
The statement is simple but profound. First, you can’t fool people. If you do not trust the product or service you offer, people will notice right away. Second, if your behaviors and attitudes do not inspire trust, people will not want to do business with you. In short, if you break trust you lose the sale.
On the other hand, if you inspire trust and extend that trust to your product or service, you have earned the chance to close the sale. Notice that this is a two-step process. The person you want to do business with has to first trust you, and only then will they trust your offer.
Once you earn the person’s trust in you, you can start developing trust in what you are offering. Your own testimonial and that of other trusted people will go a long way. You are building a trust chain: your client trusts you -> you share your confidence in a product or service -> your client then extends the trust they have on you to that product or service.
Ask yourself, what am I proactively doing to earn the trust of my clients and prospects?