Sales Transformation #386 S2 Episode 255 - I TRUST IN YOU: Building The Foundation Of Knowing, Liking, And Trusting
KNOWING. LIKING. TRUSTING.
Sometimes we focus too much on the profile but forget about what’s important, which is the prospect’s point of view. Letting the prospect know about you, if they would like and trust you, is equally as important as you get to know them.
Don’t miss this very insightful round with Marc as he and Collin unpack more about building trust here in the latest episode of Sales Transformation!
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HIGHLIGHTS
- Control the outcome? NOPE
- Control the activities? YEP
- Show up differently to succeed
- Find what they care about and use it
- The process works, TRUST IT
- Liking and trusting first, before anything else
QUOTES
Marc - There’s no controlling of the outcome:
“Here's what I know from coaching, here's what I know from being successful in sports, here's what I know from having success in sales is that you can never control the outcome.”
Marc - Take control of getting attention:
“What you can control are the activities, and so as a sales professional, I know the one thing that I need to own across the board in order to be successful, is attention.”
Marc - Find out something your prospect cares about:
“I'm going to find something that I know means something to them. And that's the first thing I'm talking about with them before I go anywhere else is that thing that I noted matters to them, and is about them.”
Collin - Process brings more positive outcomes:
“If you have that process and that discipline to consistently do it, you're going to get more yeses, more wins, more positive replies than if you're not.”
Marc - Make the prospect like and trust you:
“I want to work with somebody that I know, like, and trust. So how can you build that foundation of knowing, liking, and trusting in the very first interaction that you have with the prospect.”
Connect with Marc and learn more about what he’s been working on!
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