Those five words used to sit at the bottom of my e-mails. They got so much mention from people that I thought to myself, That would make a great T-shirt! I eventually printed and sold several hundred.
Selling a T-shirt is easy. Selling trust is not.
How do you get someone to trust you? You can tell them that you are trustworthy but until they get to know you, they have only your word to go by and since they do not yet trust you, it’s likely they won’t take the risk.
Speaking to a prospect is a similar challenge. You are using words of trust but they are just words. The prospect has no actions to look at or go by. You won’t be trusted until you prove yourself to be trustworthy.
Talk about putting the cart before the horse.
Integrity. Character. Trust. These characteristics are earned through actions. Sure, we would love it if a prospect gave us a chance to prove ourselves, but that’s not going to happen. Instead, we need to take every opportunity to demonstrate the trust that we claim to have.
(To read the full article, click here: http://www.piworld.com/blog/trust-me-i-m-sales)
