Trust and Concern- Meeting the Prospective Buyer

 Trust and Concern- Meeting the Prospective Buyer

Whenever a sales professional meets a prospect for the first time, there is some amount of doubt about the sales professional and his company which might not be explicitly stated but implied and it can be understood through body language or questions that are asked. There are two important factors that help in reducing doubt, they are perceived trust and perceived concern.

Low Perception of Trust & Low Perception of Concern

When the salesperson demonstrates a lack of clarity in terms of understanding the need and proposes inappropriate solutions, or demonstrates inadequate care and empathy, such calls are perceived by the prospective buyer as just a sales call

Low Perception of Trust & High Perception of Concern

When the salesperson demonstrates a lack of clarity in terms of understanding the need and proposes inappropriate solutions but demonstrates adequate care and empathy, such calls are perceived by the prospective buyer as relationship-building calls

High Perception of Trust & Low Perception of Concern

When the salesperson demonstrates clarity in terms of understanding the need and proposes appropriate solutions but demonstrates inadequate care and empathy, such calls are perceived by the prospective buyer as transactional call

High Perception of Trust & High Perception of Concern

When the salesperson demonstrates clarity in terms of understanding the need and proposes appropriate solutions and demonstrates adequate care and empathy, such calls are perceived by the prospective buyer as transformational call

The first meeting with the prospective buyer determines the future meetings too, to ensure effective sales, the salesperson should ensure he goes with the ability to demonstrate his expertise at one end and willingness to understand and serve the customer better. Trust does not increase instantly; it takes time to build it.

Here are some tips to increase the trust 

·         Ensure you send a simple and easy-to-understand presentation about the credentials of your company

·         Study the prospective buyers’ challenges/ concerns/problems and address the same during the discussion

·         Don’t try to sell in the first meeting, just show your concern to understand the prospective buyer

·         Seek more about the prospective buyer and talk less about you and your company

·         Remember people buy the salesman first and next his products/ services

·         Go with an intention of increasing the trust

Conceptualized and written by

M.L. Narendra Kumar

Director Instivate Learning Solutions Pvt ltd