Do prospects find you trustworthy or do they see something else?

Nothing much happens in my world without trust. Prospects determine whether you are trustworthy, and that decision can derail the sale or foster beneficial sharing and decision-making. The outcome I want from the first meeting is to receive a level of trust.

Before each meeting, I think: “Will they perceive me as warm or cold?” Warmth fosters trust, so I give my reason for helping sincerely: to see them grow, to achieve. Being seen as standoffish is not good.

Which am I, a friend or foe? Friends show they're on the prospect's side, regardless of what the prospect decides. The adversarial type seems to care about "what's in it for them.”

Can they accept that I truly understand their problem? If I qualify, then I can go ahead with my offer to help. My capability depends on how the client perceives the problem. I must understand their problem as they see it. Ability is not understanding.

Trust takes time—a common myth in business. The engagement strategy is: Set a few meetings filled with small talk and some education until the client gives trust. This approach rarely works, as the client's mood shifts from hopeful to disappointed. The prospect’s desire to meet fades away.

If I build trust, the prospect will request meetings to decide on the next steps. Trust building is a win-win, and it is naive to think it is a side effect of a sale. 

Now is your time to move into what can be. And to release the past. Trust is the launchpad for a deal.

I’d love to hear what is on your mind; please share at converse@marketenabledsales.com