And when the customer decides which services or products he wants to buy, price may be the only consideration because that's all he has to weigh in making his choice. If trust becomes part of his decision, you could be more likely to win the sale, and be more sharply competitive in a highly charged, highly competitive marketplace.
Trust becomes more central to sales peoples' success with experience. If you would like to have your sales force give you insight into their sense of trust, we can provide you with an on-line measurement of their TQ (Trust Quotient).
Questions to ask:
- Ask around about a recent customer loss. Probe to see if the customer felt disaffected which would be symptomatic of an absence of trust.
- Probe to see if your sales force is mindful of customers' business and industry concerns. If not, they may be missing a great bonding opportunity.
- Listen for what's not being said. If your sales people concentrate on selling benefits instead of concentrating on helping to solve customers' problems, they are likely rushing to the sale well before their customers are ready to buy. This can be a significant trust-buster.
We custom-design and take responsibility for teaching trust-based selling programs that build sales and develop unshakable bonds of trust with customers and prospects.
Among our own clients and contacts, trusting relationships are forged by Trust Paradigm's Les Garnas and Dr. John Lamberth.
Les and John, with widely divergent backgrounds, have cooperated on many projects over the years especially those that provide sales forces and sales force managements with an intimate sensitivity to clients, customers and prospects.
Their foundation for motivating others comes from their own learning experiences:
- Les Garnas through many years in hands-on sales and sales management and corporate leadership with Fortune 10 companies and long-practiced consulting expertise with struggling divisions of same, and
- John Lamberth, Ph.D. A social psychologist for over 30 years, his consulting expertise lies in surveying and methodology, statistical analysis and interpretation of social psychology issues. John is a former Temple University Chair, Department of Psychology, and co-author of six textbooks and numerous articles and reports on personal interaction. John is the driving force behind Trust Paradigm-sponsored research on how trust affects business relationships. In this ongoing research study, John and his university-based research colleagues are seeking to better understand what role trust plays in business-centered relationships, and ultimately resulting in corporate decision-makers giving business to trusted sales and service provider resources.
We also consult to a variety of sales organizations on management issues, change, leadership and other success-critical topics.
The Financial Times, UK
Drake Beam Morin
Shearman & Sterling
Hughes Hubbard Reed
BDO CampsObers, Netherlands