Trust Building When Selling Intangibles

Charles Green on his Website www.trustedadvisor.com makes the following key points about building trusted relationships and breaks them into five categories from his extensive research.  I have added comments in Italics about how the

Joe Factor meets these opportunities with a methodology.

1.      The single greatest factor affecting sales and business success is the level of trust in the customer relationship. 

Joe Factor agrees whole heartily with this comment and creating trust then is the next step in this model.   Nobody wants to be sold anything.

2.      The level of trust between businesses and customers is very low these days.
Joe Factor again says of course this is true because too many people have  been   dealt with in sales model that predicates the philosophy of anything for the sale.

3.   Business focused too much on competition—and not enough on customers.
Joe Factor says that focusing solely on price detracts from doing the right  thing for the customer and ultimately you end up in a contest that is only won by lowest price.  The customer gets what he deserves.   The real question should be what competition and what can I do for you.  Mr Green you are right on.

4.   Business has gotten very good at faking trust which is cynical and destroys trust.

Joe Factor again says the system is wrong and has cynicism build right in.  Most people selling intangibles or a product for that matter follow the Mantra  “fake it ‘til you make it”

5.      Genuine trust-based relationships are based on a desire to see the customer succeed—not on a desire to achieve sustainable competitive advantage.
Joe Factor says you are right on!

You see how clearly Mr. Green has identified the issues you confront and begs the question what is the methodology to overcome this harsh realities.   You will find answers in his website and by carefully committing to a program of self discovery about your methodologies.  One of the solutions is to learn a methodology that builds trust and rapport.  
TheJoe Factor can give you this methodology.

Thank you Mr. Green

Talktome@thejoefactor.com

Joe “Factor” White

Build Relationships Build Business

I receive a Wonderful newsletter every Monday morning from a Sales Expert named Kelley Robertson who is actively involved with training and Development of  Sales talents with a strong focus on retail.
His link is http://www.RobertsonTrainingGroup.com I strongly recommend you subscribe to this newsletter. In his latest release he wrote a wonderful comment on when to walk away.

 Are You Being Held Hostage?

It’s interesting how many times people tell me that they will sell their goods or services at virtually any price in order to get the sale, even if it means they don’t make any money in the process. They mistakenly believe that offering a new customer a low, bargain-basement price will capture that person’s loyalty, keep them from going to the competitor, and help them earn future business. However, I have learned from first-hand experience that this approach costs us money in the long-run because we end up being held hostage to the customer’s expectations. Plus, we also teach our customers that using our competition as leverage will yield a better price. My personal belief is that we need to walk away from sales that don’t make sense from a financial perspective. The only exception to this is when that transaction is part of a bigger picture. Be careful though— resist the temptation to drop your price unless you have a firm agreement for future business up front.Don’t allow your customers or your behaviour to hold you hostage.  Be prepared to walk away from transactions that don’t add up.

Thanks Kelley this an important message.  It is important to build profitable relationships.

Joe “Factor” White
talktome@thejoefactor.com 

Sales Techniques For Creating Relationships That Buy

What’s the Score!

 The I Don’t Want to Technique VS The Let Me Tell You Technique

 This is the classic sales battle.  Too many sales  people want to tell people what they think they need.  Many sales talents begin with the “let me tell you”  phrase.   Now just think about how you felt when you heard that phrase?   If you are like me you thought  it better be good, or you are not going to tell me anything, or here comes the sales pitch and I shut down and begin thinking about a rebuttal. 

You see I do not want to be sold anything  I am smart enough to know when to buy!   So for all of my readers out there who use this phrase stop……NOW!  The only way to make this work is to offer an opinion.  You might say something to the effect, “if you would like I can share my thoughts on how I see the decision you are up against.”  What did I just do  I reached out and asked for permission and when permission is granted the ears are open to listen. 

There is an even better approach that will build rapport and trust and is that not what we are all seeking in our sales call.   It is the “I do not want to” approach.   It is not to be confused with the negative selling techniques which can be very transparent.   

This approach is about caring about the prospect  and positioning your product so that it well be received and you will have the opportunity to educate, not sell the client about your product.   It begins by telling the client you want what is right for him/her and putting them in a winning situation. (everybody wants to win) It breaks down defenses.

  It is as easy as saying, “ I do not want to put you or your business into something that will not work so we need to make sure we get the right option for you.”  To do that I am going to have to fully understand what you want to do.  My promise is this if my product or service will not work for you I will tell you and if I think there is a better option I will share that as well, is that okay with you?”  Wait for the YES!!

Boy! Look at that we have gotten; we have  permission to openly  share information.   Is that not the dream of sales pereon to be able to have open and frank and unfettered conversations with your clients that educate them on your products.  YOU BET! 

So does this work? Let me tell you a short story.  I have a client who used to tell all the great things about his product to all his prospect and it is a great product.  We changed the focus to an, ‘I do not want to philosophy’ and sales calls became shorter and most importantly sales went up over 25%.   More time and more sales made.   How is that for a return?

You can do it to.  But I do not want to tell you unless you are serious about carving  out sales improvements for you and your team you need and want to achieve.

talktome@thejoefactor.com

Let’s keep score

Joe “Factor” White

Selling Intangibles-Training Professionals Don’t Get It!

Talk about being overwhelmed and put through the emotional wringer.  We as sales types are in a lot of trouble particularily those of us who sell intangible products.

Yesterday I was invited to speak at event that included a number of training professionals.   My first thought was that this would be a wonderful expierence.  However I came away feeling saddened by the lack of understanding about incorporating the emotional sale process into conventional sales methodology.  

What I did was this.  I  decided that I would  speak about ”The Joe Factor” process. 

 I was excited, these are professional trainers sponsored by a professional training organization how could I miss.   These people are the nurturing souls of the business community. These are the people destined to help people be better at what they do.  On top of that they sell intangibles.   I mean, what could be  more  intangible than a training course on business skills.

Much to my chagrin after my presentation the look on the faces of this esteemed group was one I have never witnessed before.   It was than that I realised that my task is much bigger then I had imagined.  These people had no idea how to link the sales process to emotions.   One person rose from her seat and said I would deal with that guy referring to me.   Oh well!  So it looks like we have found a number of unconcious incompetents. (They just do no know they do not know.)

If the trainig profession cannot provide this kind of program, who will?

 I asked the organizer of the event that sells training and training books for a living, and  by the way  is a large provider of training programs  throughout English speaking countries and he said: “we do not sell sale programs it s to hard to get the people to attend.”  I bit my tongue and thought, maybe you should offer something different instead of the same rehashed old material.  They have seen it all before.

So who is going to change this lack of understanding?  Who is going to recognize as a sales person that there is a huge void to be filled in professional selling techniques.   It is an easy answer; the winners step up and do it and seize the opportunity and take the market share that others miss.  Are you the one to  do that?   Do you want to be different and memorable? 

 Keep this in mind, you will not get this in any normal sales training course.  There are a  few exceptions.  Most sales training programs are stuck in a rut taking your money for the same old thing and teaching the same tired old story about how to be a succesful sales professional.   You know what I mean!!

The good news is I am here and I am looking for leaders.  I do not believe  “the customer is number one.” I believe as my friend Harish Chauhan says in his book Unconventional Business www.unconventionalbusiness.com/  you need  to have number one customers. 

That is what I am looking for,  people who want to be part of something and to grow

So much for my rant!

talktome@thejoefactor.com

Joe”Factor”White