The Importance Of Trust Me Now, Pay Me Later

Trust Me Now, Pay Me Later

Trust is a very delicate emotion. You can have it one moment and then loose it forever in the next. Nowhere in the human experience is this more evident than in the relationship between the professional salesperson and his/her customer. Many salespeople go to great lengths to build a strong and lasting relationship with their customers. Others lie, cheat, and steal their way to the top only to inevitably fall off of the high pedestal they have placed themselves upon, making it just that much harder for the next sales professional to do his/her job.

Trust-based selling is more than just trading dollars for goods. There is actual painstaking effort on the part of the professional salesperson to build that trust,

The basis of this paper is to discuss three key factors that are the mortar holding the bricks of the wall of trust together. Those factors are; finding the customer’s need, meeting the customer’s need, and never lying to the customer.

Finding the Customer’s Need

It is a forgone conclusion that customers have needs. As a matter-of-fact, this is the one and only reason industry exists at all. The need may be evident, and sometimes it is hidden away from everyone, even the customer, finding that need is the reason organizations pay top dollar to men and women who have the talent to find and meet that need in a way that is beneficial to both the customer and the organization the salesperson represents. There are two things that are key to finding need in which all salespeople must become

Trust is something that is earned over time, but lost in an instant. This is also very true in customer sales. It may take days, weeks, months, even years to earn the trust of a customer, but once earned, it takes only one lie for all that work to be thrown out with the company garbage.

Mistakes happen, and they happen at the worst possible moments; however, if you value the business your customers provide and the reputation of your organization, you will be upfront and honest when things don’t go as planned. Adams (2014) warned never take the intelligence of your customer lightly. The author continued as a salesperson, if honesty is how you want to build your customer base, understand that customers will be more acceptant of you if you admit your mistakes upfront, rather than if you try to sweep the issue under the rug and cover it up with a lie.

Conclusion

Sales is a very profitable profession. Those who do it right can provide a substantial lifestyle for themselves and their families for many years, but fail to develop customer loyalty and the empire you build today, may become the ruins sales archeologists study and learn from