Here's A Shocker; Only 3% Of People Consider Salespeople To Be Trustworthy

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.

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 GROW Your Accounts 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 GROW Your Accounts webinar.

How To Get The Inside Track On New Opportunities.
How To Expand To Other Divisions, Locations Etc.
12 Ways To Sell Change, Reduce Doubt and Skepticism.
A Meeting Format That Opens Your Client (and all the stakeholders) Up To New Ideas.
A 3 Step Questioning Technique That Helps Safeguard Your Accounts, Generate MORE Business, Testimonials and Referrals.
How To Get Access To Other Stakeholders Without Offending Your Contact.
How To Add Value Via Ideas, Surprises and Resources.
How To Create A “Keep In Touch” Plan Without Defaulting To “Calling To Check In”.
5 Email Templates That Create Value and More Opportunities With Your Clients.

When?

February 22nd at 11:30 am EST and if you can’t make it I’ll send you the webinar replay.

What Do You Get?

(1) 90 Minute Webinar

Worksheets

5 Email Templates That Create Value and More Opportunities With Clients

Webinar Replay (In case you can’t make it or you’d like to go back for seconds)

How Much?

$99

Paul Castain's Blog