Trust is at its lowest level ever! As proven in the recent Brexit vote and Donald Trump becoming US President.
Do you trust politicians, salespeople or the banks and bankers?
Given the pace of change with long establish retailers closing and downsizing; new business models, talk of AI and globalisation affecting local markets, it is not surprising that trust is an issue. However, it is a sad state of business when only 3% of sales representatives are considered trustworthy!
Trust is a real problem!
I help you develop trusted relationships and grow profitable partnerships to create predictable increasing sales. With Brexit looming, strategies to scale your sales is more important than ever. All challenges bring opportunities in equal measure.
TRUST and cultural sensitivity is an essential part of building a trusted relationship; core to scaling your sales and attracting the buyers and customers you want.
Buyer decision-maker factors relate to their alignment of personal and professional priorities, with yours. A complex mix of personality, culture, and experience motivating factors will carefully weigh the question of “how likely is it that this salesperson will serve my interests?” When the salespersons’ interests entirely align to the buyers, then trust is a reasonable response, the alternative of misalignment is an increased risk.
Reduce Buyers Risk – Increase Trust
Far too little research is conducted before engaging with prospective buyers to establish alignment of personality, culture and experience. Far more sells are secured when there is an alignment of these decision-making factors. Scale your sales addresses the motivation, productivity and attraction gap.
Scale Your Sales is a 3-by-3 System that overcomes sales obstacles to boost your relationships and sales.
We use many neuromarketing strategies to Engage, Educate, Elevate these trusted relationships:
Scale Your Sales enables you to develop these trusted relationships and grow profitable partnerships to create opportunities for predictable increasing sales.
No More Spray and Pray
The ‘spray and pray’ sales strategy no longer works and is counter-productive, in disengaging buyers and devaluing customers trust. Sales Attraction is the 3rd building block of Scale Your Sales, after Motivation and Productivity. Scale Your Sales Attraction is formed by the three Attraction elements: Engage, Educate and Elevate.
With trust, you create lifelong customers that experience consistent delivery on your promises aligned to customer priorities. Most valued customers invest in the trusted relationship with referrals and recommendations and higher values purchases. This is win-win: Business is won and lost by the strength of the trusted relationships you nurture.
Janice is a Visiting Fellow at Cranfield School of Management. She is passionate about helping companies adapt their sales approach to the economic, social and technological challenges. This has led her to create the popular the sales enablement system, Scale Your Sales. Janice is the international Strategic Account Sales Speaker, author and consultant, achieving many noted accolades including Sage Top100 Global Business Influencer 2017. Contact Janice today about Scaling your Sales
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