Do possible clients see you as trustworthy?

Without trust, not much happens in my world. Prospects decide when you are trustworthy. Before receiving a client's trust, selling slows or harms helpful sharing and decisions.

Before every encounter, I ask myself, "Will they see me as warm or cold?" Warmth is a predictor of trust. I add my sincere reason to help – seeing them evolve and achieve.

Do they see a friend or foe? Friends show they are on their side, regardless of the prospect's decision. Someone from the other side is concerned with "what's in it for them."

Can they accept I'm competent on their issue? If qualified, then I can act on my offer to help. My capability score is decided by how the client sees and regards the issue. How I understand their problem is essential and doesn't establish ability.

Trust needs time – a myth commonly held in business. The engagement strategy goes like this: get several meetings filled with small talk plus some education until trust is given. This almost always fails. Why? The client's mood goes from hopeful to disappointed. They suddenly don't have time to meet.

When I'm seen as trustworthy, the prospect asks for decision-making sessions to determine how they will evolve. Fostering trust is a win-win outcome. It is naïve to regard trust as a byproduct of a sale. 

Now is your moment to shift to what can be and abandon what is. 

Are you pondering my thoughts on this post?  Share what is on your mind at converse@marketenabledsales.com