• Building Trust in Sales is Critical

  • Jul 23 2024
  • Duración: 12 m
  • Podcast

Building Trust in Sales is Critical

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  • I mean, you have a podcast called Building Trust in Sales, you say, "yeah, be trustworthy." That's pretty obvious. But it's also necessary. It's necessary to be that, and to be able to convey that, and just to be authentic with it. David: Hi, and welcome back. In today's episode, co host Jay McFarland and I will be discussing building trust in sales. Welcome back, Jay. Jay: Hey, David, it's such a pleasure to be with you. Sales is a huge part of our business model, trusting that system. And, a lot of times it's like crossing our fingers that it will work. I think a lot of people would like to have a little bit more surety than that. David: Yeah. And trust is absolutely critical to the whole experience. If they don't trust you, there's no way they're going to buy from you. Now, there are some people who are untrustworthy and people should not buy from them, right? So if you're untrustworthy, this is not a podcast about how to appear trustworthy. I'm assuming that everybody who's paying attention to this is coming from a place of honesty and fact of being about who we are. Because trust is going to be built on that. The trust is going to be built on the conversations that we're having, how those conversations are taking place. Are we being candid? Do people feel like we are providing them with honest answers to questions? And sometimes in sales, that can be hard for people. There's a balance between wanting to put our best foot forward in sales, and being completely truthful and honest. And I feel that when we're weighing that balance, being completely truthful and honest is absolutely the way to go. Because if you start sugarcoating things, and if you start exaggerating your abilities, and that sort of thing, that's going to end up badly. And so I think in order to build trust, it has to start with ourselves. Are we trustworthy? And if we are, then how do we convey that to the people we're interacting with? Jay: Yeah, I totally agree. And one of the things that, you know, looking at it from a consumer that really bothers me, and we've talked about this in other podcasts, is where I'm on a website, which is often the storefront now, and they're offering me a free quote or something like that and I go through the whole process, and at the end it says enter your email and we'll send you the free quote, and I'm like You freaking lied to me, right? And the last thing I'm going to do after that is reach out to you or give you my email address. David: Yeah, I think if people are clear about what's going to happen up front, that's usually better. I've been in situations like that myself. Now, if I see that somebody's asking questions and I start going through that series of questions, I'm kind of expecting it at the end. But, There are a lot of sites like that, where it'll start out and it'll just ask for your zip code, right? If you're trying to find a professional in a particular area, you enter your zip code, and then they ask what you're looking for, and when you're looking for it, and how soon, and, all that sort of thing, and they do exactly the same thing. You get there and then they want your information, and then some of these sites will pass it on to a hundred different people, and now instead of finding the one solution, now you've got a hundred people annoying you. To me, that's a business model problem. Which creates a trust problem because now, we don't trust anybody who's asking us for any information. So a lot of times the worst players in the market set the tone, set the stage for what we have to go through. And when you're having an honest conversation with someone, talking to them about working with them, they're viewing us through the lens of someone who is not trustworthy. And then we all have to jump through additional hoops just to get back to zero, essentially. Jay: I love this point, but I also think there's another way to look at it,
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