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Talk about the art and science of business development: Stories and details to earn new clients or accounts, gain a competitive advantage and find your success.
How much sincerity must you fake to earn trust? That is the topic of today’s podcast.
Do you know your biggest challenge as a sales rep, vendor or service provider? Your prospects don’t trust you.
It’s not lousy lists or the lack of good sales script or the economy or your need for a gimmick, hack or shortcut to success, that is your biggest problem, it is that your prospects don’t trust you. That is what we will explore in today's episode.
"Welcome to the Finding Business podcast, where every Sunday, in just five minutes, you'll learn something new to attract ideal clients and accounts. I'm your host, Scott Channell. For more episodes and information on services offered, visit scott channell with two T's, two N's, and two L's dot com. Now, onto today's episode."
George Burns once joked, “Sincerity—if you can fake that, you’ve got it made.” If you are thinking, well, what’s the answer, how much sincerity do we have to fake to earn trust, I feel sorry for you. You are doomed to be an order taker and trying to earn a living rolling in the mud fighting for the leftovers the competent leave behind. Good luck with that.
If you’re cringing at hearing the question, how much sincerity must you fake to earn trust, kudos to you.
You see, the top performing reps deal with reality, they know that prospects start with a suspicious mind. Buyers have seen it all. They’ve dealt with too many half-truths, exaggerations, and outright lies. They’ve been misled too many times to be fooled for long. If they sense even a whiff of insincerity, you’re done. They’ll move on, and it’s sayonara, adios, and goodbye prospect.
There is no shortcut to solving your biggest sales problem, that prospects don’t trust you.
Prospects know you have a motive to maybe overstate or gild the lily a bit, you’re trying to sell something. They know, so seek to be crystal clear and straight forward?
If you’re authentic, your sincerity becomes your strength. When you are candid about what you do, why you’re credible and your typical outcomes, your prospects feel it. You are building a foundation of trust and solving your biggest sales challenge.
Let’s me share an unfortunately true story that shows just how ridiculous faking sincerity can get. A rep at a training I conducted stood up and proudly shared a “technique” to get decision-makers to the phone every time. When the gatekeeper asked, “What’s this regarding?” he’d reply, “This is Don Key from the I.R.S.” Oh, I’ll be right back Mr. Key.
When the decision-maker picked up and learned that Mr. Key was actually from the “Increased Revenue Service,” they weren’t pleased. How many deals do you think were closed with that one? Zero. When you start with a lie, you’re paving a road straight to good-bye.
That is an extreme example, but all prospects need is a whiff, a whiff of insincerity and you get the same result. Prospects will flee you screaming into the night.
So, How Much Sincerity Do You Really Have to Fake to Earn Trust?
How about none? Rather than faking it, why not try the radical approach of authenticity, acting like a professional and being genuine. Just lay your cards on the table. Clearly state what you do, why you’re credible, the benefits you deliver, and why you’re worthy of their time and trust.
Respect your prospects enough to give them a message they can clearly understand and leave them to decide if it’s a yes or no. Give it your best honest, sincere try, up front, and let the prospects decide if there is enough potential value, credibility and trust to continue the conversation.
You will not only sell to more, but to a better class of clients.
Hope this got you thinking.
For more information about this podcast, show episodes and services, go to Scott Channell with two t’s, two n’s and two l’s, dot com.
Thanks for listening