5 tips to building trust and shortening the sales cycle

18/05/2021 11 min Temporada 1 Episodio 18
5 tips to building trust and shortening the sales cycle

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Episode Synopsis

How can you build trust and shorten the sales cycles with Karen KellyBuyers have never been more in the driver’s seat then they are today. They are remote, virtualand know what they want. Our role is to facilitate the buying decision. To do that we need tobuild trust and quickly. What are the best ways to do this?In no particular order see my 5 tips to build trust, disarm your prospects, get them leaning in to learn more and hear what you have to say. These are in no particular order.1) Own your message. Stand tall on what you believe, your thoughts, what can youinfluence people on? Are you on the right channel, are seen and known as a thoughtleader? Does your audience already know your POV, what you stand for?2) Be transparent, don’t claim you can solve everybody’s problems from the get-go. See ifthere is a fit, learn more about their desired goals/challenges to see if they are worthsolving and if you are the one to do that.Avoid claiming to be a good fit for everyone, seek first to understand.3) Being others focused – genuinely curious, asking though provoking questions, practiceactive listening, not pitching too quickly, completely focused on closing the sale,commission, moving at your pace, customers feel this and when they feel pushed, theypull away.4) Do what you say, do not over commit and under deliver. Follow up, follow up, followup. They are evaluating what things will look like in the future by working with you. Ifyou are dropping the ball before a contract is signed, the journey stops there, you ‘veshown your hand. Set realistic timelines for you and them, set everyone up for success.5) Be knowledgeable on your product, process, industry & what happens after purchase.Make it easy and frictionless to buy. Create an experience- story telling, resonance,good energy to build trust and lower the risk.Subscribe, Leave a comment, and review of K2 Sales podcast by visiting:https://www.k2perform.com/resources/podcast Interested in learning more about our Virtual Sales training programs, visit us ashttps://k2perform.comYou can also follow K2 Sales Podcast on their socials:Facebook | LinkedIn | Twitter | Youtube | InstagramFor more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy