7 Ways to Earn Trust with Clients

Summary

In this Sales Influence Podcast episode, host Victor Antonio addresses the critical nature of trust in sales, emphasizing that customers buy from those they trust, not just like. He outlines seven key components to build trustworthiness: demonstrating industry knowledge, product knowledge, market knowledge, honesty, directness, evenhandedness, and active listening. Antonio stresses that trust is not immediate but built over time, requiring patience and consistent effort. He invites listeners to engage with the podcast on iTunes, Stitcher, YouTube, and to explore his website for sales training resources.

Takeaways

• 🔍 Demonstrate industry knowledge by staying updated on market trends, policy changes, and company movements.
• 📈 Show product knowledge by understanding and using the product, not just knowing its features and benefits.
• 🌐 Gain market knowledge to understand broader trends beyond your specific industry.
• 💡 Be honest with customers, avoiding 'Lying by Omission' by providing complete information.
• 💬 Be direct with customers, correcting them politely if they're using a product incorrectly.
• 👥 Be evenhanded in your communication, acknowledging both the positives and negatives of a product or service.
• 👂 Listen actively to customers, aligning with their needs and building trust.
• 🕒 Building trust takes time and patience, it's not an immediate process.
• 📢 Being a salesperson is about differentiating yourself in a market where products and services are becoming similar.
• 📈 Dedicate time daily to learning about your product, industry, and market to stay informed.

Q & A

What is the main theme of the Sales Influence Podcast episode discussed in the transcript?

The main theme of the Sales Influence Podcast episode is building trust with clients, emphasizing that people buy from those they trust rather than just those they like.

What is the first characteristic Victor suggests for building trust?

The first characteristic Victor suggests for building trust is demonstrating industry knowledge, which means understanding what's happening in the market, including trends, policy changes, and mergers and acquisitions.

Why is product knowledge important according to Victor?

Product knowledge is important because it allows salespeople to understand every aspect of the product that impacts the customer, not just the features and benefits, but also how to use the product effectively.

What does Victor mean by 'lying by omission'?

Victor refers to 'lying by omission' as not providing the complete information when a customer asks a question, which can occur when a salesperson fails to mention a product's limitations that were not directly inquired about.

How does Victor define being direct with customers?

Being direct, according to Victor, means communicating clearly and honestly with customers, even if it involves correcting them or telling them they are wrong about something related to the product or service.

What role does the salesperson play in differentiating products, as per Victor?

Victor states that the salesperson is the differentiating component in the market, as products and services are becoming more similar. It's the salesperson's ability to position the product effectively that makes the difference.

Why is being evenhanded important when dealing with customers?

Being evenhanded is important because it allows salespeople to acknowledge both the positives and negatives of a product or service without bias, which helps in building trust and providing a balanced perspective to customers.

What does Victor suggest is the key to building trust?

Victor suggests that the key to building trust is listening to the customer, aligning with their needs, and understanding their perspective, which is more important than just talking or promoting the product.

How much time should one spend on learning about their product, industry, or market according to Victor?

Victor recommends spending at least 20 to 30 minutes a day learning about the product, industry, or market to stay informed and knowledgeable.

What is the significance of the phrase 'go slow to sell more' mentioned by Victor?

The phrase 'go slow to sell more' signifies the importance of taking the time to build trust with customers, which may lead to more sales in the long run, rather than rushing the process.

What additional service does Victor Antonio offer for businesses looking to improve their sales team's performance?

Victor Antonio offers his services as an experienced executive and compelling speaker to deliver customized keynote speeches designed to equip sales teams with the right mindset and tools for success.