{"id":29506,"date":"2022-02-07T08:35:18","date_gmt":"2022-02-07T08:35:18","guid":{"rendered":"https:\/\/perpetos.com\/?p=29506"},"modified":"2023-04-18T07:06:16","modified_gmt":"2023-04-18T07:06:16","slug":"selling-through-building-trust","status":"publish","type":"post","link":"https:\/\/perpetos.com\/en\/sales-performance\/selling-through-building-trust\/","title":{"rendered":"Selling through building trust"},"content":{"rendered":"\n
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Article<\/strong> 360\u00b0 Buyer Alignment<\/a><\/strong><\/p>\n\n\n\n

Selling through building trust<\/h1>\n\n\n\n

How can you create and build trust, aligned to each step in the buying cycles of those involved? <\/strong><\/p>\n\n\n\n

The name of the game: provide relevant and value-adding messaging in every customer contact moment.<\/strong><\/strong><\/p>\n\n\n\n

It almost sounds like a slogan but today, even more than before, it is<\/strong> the<\/strong><\/em> challenge<\/strong><\/em> for sales people<\/strong>. <\/p>\n\n\n\n

How do you create trust during brief, and especially during digital, contact moments? <\/strong><\/p>\n<\/div>\n<\/div>\n\n\n\n

Building trust<\/strong><\/h2>\n\n\n\n

You can approach trust from many angles. Trust that you deliver what you promise, trust in your competences, or in you as a person or the team, … <\/p>\n\n\n\n

Worksheet – Reverse engineer your Marketing Funnel<\/strong><\/a><\/div><\/div>\n\n\n\n
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This quickly brings us to the personal connection<\/strong> one makes during (customer) interactions. Why do certain people manage to gain trust faster than others? Or why do you make a personal connection with certain people more easily or more quickly?<\/p>\n\n\n\n

There are various models that provide a framework for gaining insights into someone’s (preferred) behavior and for adapting your behavior and communication to the people you are in contact with (Insights, Social Styles, MBTI, DISC,…). Maximizing trust<\/strong> in today’s market means combining authenticity with the right message at the right time<\/strong>, to accelerate the effect <\/strong>of a good personal connection.<\/p>\n\n\n\n

Over the past decades, neuroscience<\/strong> has explored how to map the parts of the brain that play a role in decision making, which parts light up when different emotions are felt and what connections can be made with trust. It is a fascinating and still evolving scientific discipline.<\/p>\n\n\n\n

One thing we know for sure<\/strong> is that the salesperson who works primarily on the relational aspect is coming under increasing pressure. Time pressure, conflicting priorities and more choice<\/strong> are creating a dynamic where the purely relational is no longer enough to ‘spend time with a salesperson’<\/strong>.<\/p>\n\n\n\n

Sales people who can detect the willingness to buy of the various stakeholders during the buying cycle can add the right relevance<\/strong> and are<\/strong> able to build trust more quickly<\/strong>. They ask themselves questions such as:<\/p>\n\n\n\n