“Only A Mere 3% Of People Consider Salespeople To Be Trustworthy”

by Paul Castain on November 12, 2017

Image result for anchorman i don't believe you gif

No, that wasn’t an over-exaggeration or a feeble attempt at click bait;

It’s an exact quote from the folks over at HubSpot based on the research they conducted.

I always knew that there was a bit of trust issue with us sales folk, I just never knew that that things were quite that bad!

Before I suggest a few ideas to remedy that, take a look at this chart to see how we compare to other professions.

sales-trust-problem.png

There are all types of psychological tactics we could discuss but let’s cut right to the core.

If the average person DOESN’T trust what you’re saying, then you shouldn’t just say things;

You should ALWAYS back up what you’re saying with EVIDENCE!

Evidence reduces doubt, skepticism and objections.

So what the heck is evidence?

Here are a few examples;

A Demonstration of your product or service. Yes, you should be thinking face to face demo but sometimes a video demo allows you to bring that 7 ton piece of machinery right to your prospect. And speaking of video;

A video tour of your facility. A video introducing the team that will work on their account “behind the scenes”.

Testimonials

Samples

Facts

Examples

There’s actually several additional forms of evidence (over 12 of these bad boys) that I will be sharing during our upcoming How To Close More Deals webinar but;

Here’s the thing;

If the vast majority of buyers are predisposed NOT to trust the vast majority of salespeople;

Then we need to do a better job putting them at ease.

Proactively providing evidence (as in not waiting for someone to tilt their head at you in disbelief) can go a long way!

Would You Like Castain’s 12 Forms Of Evidence?

Join us for our How To Close MORE Business webinar, this Thursday, November 16th, at 11:30 am EST!

Here’s what you’ll gain by joining us;

  • 30 ways to find buyers with a much higher degree of urgency to do the deal NOW!
  • How to get the right players to your meetings… my definition of the “right players” might surprise you.

  • How to establish your authority … BEFORE you even have your first meeting with your prospect. How to set the rules of engagement and outfox your competitors during highly competitive situations.

  • 12 “Insurance Policies” you MUST take out with EVERY prospect!
  • 12 forms of “evidence” that reduce doubt, skepticism and objections.
  • How to create a higher degree of urgency during the “courtship” and how to ask for the business WITHOUT any of those cheesy “closing lines”!

  • How to handle the price objection WITHOUT giving away the store and how to handle stalls like “I need to think it over” and “I need to run this by my boss”. And just for sh*ts and giggles, we might as well show you what to do when your prospect goes silent and stops responding to you.

  • How to position yourself for a “second chance” when you lose a deal!

Here’s What You’ll Get . . .

(1) 90 Minute Webinar Packed With Actionable Tips.

Worksheets

Webinar Replay (Sent Later That Day)

2 Templates That Have Been Working Like A Charm For Me

What’s The Investment?

$99

Related imageCan’t make it on Thursday, November 16th at 11:30 am EST?

Sign up anyway and I’ll send you the webinar replay later that afternoon. View it at a more convenient time!

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