Creative Ways to Earn Trust

Here is a WILD statistic -

When our sales reps spoke to leads who were in their hometowns, they closed at 2.5X the rate of what they typically did.

The wild part -> the value prop didn't change.

Here's what changed -
Our sales reps started talking to all of these prospects in ways that built trust and rapport MUCH quicker.

There's an endless amount of ways to do this, but here's one I just heard:
"I used to come into your pizzeria all the time back in the day...you have the greatest Sicilian slice, I bring all of my buddies from out of town right over to get their hands on one..."

It's so simple.

All these reps were genuinely speaking to all of these prospects as if they used to be customers of their business. As if they understood their environment and operations....since, they actually did!

Salespeople - You are already selling in a world where most prospects don't trust you. You have to earn it. Do your research (without losing efficiency), and find ways to speak to your prospects like you have known each other your entire lives.

This is one of many ways to start building trust, which will increase the chances your prospects will take your advice.

Once you have this down, you may also 2.5X your closes.

#sales #mindset #trust #growth