Trust me, I’m a Salesman with Yuri Vander Sluis Selling With Trust #268

Do you trust the value that your products and your services you bring to market? Do you really think its good stuff? Because if you don’t it’s going to be very hard to build trust with the buyer. People can tell! They know when you’re just trying to get rid of a product and make a commission. They can smell it a mile away. You’re not selling with trust. This is the belief of Yuri Vander Sluis, the author of the new book “Trust me, I’m a Salesman: How to Earn Customers through Trust and Value”. Yuri and I discuss concrete ways to build trust with real examples of building rapport, closing deals, dealing with price and selling with trust.

When Buyers Trust, Sales are Made

Despite what you see in the movies, you don’t need to be a jerk to be successful in sales like in the movies. Instead adopt a different approach based on trust. As mentioned, buyers don’t trust people at the start. But there are things you can do to close the trust gap.

Start with integrity. How, you may ask can you demonstrate integrity? The best way to to show authenticity. Don’t be in a rush. Take your time to let the buyer get to know you. That’s selling with trust.

Example:

Ask the buyer

“Have you ever struggled with problem A?

In my experience I’ve had clients like you with X Y and Z issues.

They often face problems challenged by A.

Is that your experience too?”

You Must Believe in You

If you don’t trust the value you bring to market, you can’t sell and build trust with the buyer. People can tell when you’re just trying to make a quick buck. Commission structures often get in the way. Be authentic and believe in your business. If you can’t it’s time to quit. Life is too short being a con artist. Better to be a professional selling with trust.

Overcoming Closing Issues

Often sellers have millions of dollars in the pipeline, but they’re not really closing the deals. Yuri did a study on one of his clients, calling prospects in the CRM. More than had no idea about the company. When selling with trust you need to go as fast or slow as the customer demands. Some deals take years of nurturing.

Example questions:

“Why are you interested in this product?”
“Why do you see this as a higher priority than other projects?”
“What distinctive value do you think you could get from this product?”

Price Doesn’t Matter

Deals are rarely stuck due to price. Instead sellers need to understand where is the urgency and where is the impact. Secure the value sooner rather than later. Don’t dump your price and yoru margins.

Selling with Trust Take Action Advice

Mature Seller advice:

Ask existing customers why they found value in you personally as the sales person.
Understand from different executive levels what the value they appreciate

New Seller advice:

Call on customers and ask how and why they are using an existing product. What works? What doesn’t work? Learn how to differentiate yourself.

How To Find Yuri Vander Sluis

Yuri is easy to find online:

This is his website www.yurivander.com

On LinkedIn https://www.linkedin.com/in/yurivandersluis/

Link to his new book! Check it out

https://www.amazon.com/Trust-Im-Salesman-Customers-through/dp/9887890103

Selling with Trust and Rapport in Sales

Here are other past episodes on building trust with buyers. Enjoy!