We have
talked about one difference between marketing and sales; Marketing is getting
attention sales is getting paid
You can put
that in other words:
Marketing is getting attention, sales is getting trust
-
No one will pay anyone any
money if they don’t trust them first
-
Sales men who always try to
push things too fast to seal the deal never make good sales. They just look
like scammers and people just become
afraid of them
-
You need to establish trust
between you and your customers for the transaction to take place
-
People have to verify the one
they will give their money to, and they have to trust that you can deliver them
the value you are promising them
So, the best strategy
in sales is to go for establishing trust first, and then the actual transaction
will be a piece of cake. It may take time so don't worry
Establishing trust
may be in nontangible form like a relationship, or we may use something
tangible to force that trust. Examples:
-
Credit checks
-
Background checks
-
CVs
-
Deposits
-
Customer reviews
-
Reputation
At last,
remember to gain your customers' trust first before you try to get the deal
done
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