We salespeople can’t sell anything to anyone without first establishing an exceptional level of trust–an increasingly difficult thing to do. The ten tips I shared on in a recent radio show can help sales professionals build a ‘platinum level’ of trust.
The Ten Tips
1. Learn non-verbal skills and apply them in writing, on the phone, and in person to establish rapport in an increasingly ‘cold inquiry’ world.
2. We believe what others say about a salesperson, not what the salesperson says about themselves. Use testimonials; check evaluation websites to see what consumers are saying about you.
3. Create an after-the-sale survey and use it consistently. If there’s something wrong, fix it fast. (Isn’t it amazing that less than 25% of real estate agents use surveys?!!!!)
4. We believe what we see, not what we hear. Show, don’t tell. Use visual presentations consistently.
5. Flip your sales presentations. Ask questions—lots of questions—first. Educate. Finally, sell (well, you won’t have to sell). (Managers: Same is true of you when you recruit!)
6. Tell the truth attractively. Show evidence, don’t try to scare the client into action by predicting the future.
7. Evaluate the client for long-term relationships. Is the client someone you want to add to your ‘tribe’?
8. Use ‘tough love’ with a client to tell the truth, turn down a client—to stay true to your values. Do what’s best for the client.
9. Re-cap. Regularly, stop and re-cap with the client. Do this, too, when you can’t meet client expectations.
10. Book of Greatness: Don’t brag about yourself in the middle of apresentation. Create a ‘Book of Greatness’ to use in your pre-first visit so your clients get to know you and your approach to sales.
Skill enhancers, time savers, and presentation builders:
See Marketing You to assemble an effective ‘book of greatness.
See The Complete Buyer’s Agent Toolkit* to assemble and present your presentations to buyers.
See Your Complete Power Listing System* to create presentations and systems to work effectively with sellers.
See Objection-Busters for buyers and sellers to handle barriers to a sale.
It’s really hard to sell something to someone who doesn’t trust you–and you’ll never get referrals with a high level of trust. So, work on it constantly!