Tips from One Founder to Another | Trust is the Foundation for Success
Trust is the foundation of any successful business relationship, particularly in the context of professional sales. Building trust is a vital component of creating a strong bond with your clients and sales team, which can lead to long-term loyalty and repeat business from customers. A recent Dale Carnegie study indicated that 73% of respondents shared that trust is “very” or “extremely” important to them for building relationships with salespeople.
1. Trust establishes credibility. One of the most important reasons for building trust in a professional sales relationship is that it establishes credibility. When clients trust you, they are more likely to believe in the product or service you are selling. They are also more likely to view you as a knowledgeable and reliable source of information. This means that they are more likely to turn to you when they need advice, even if they are not currently in the market to purchase. The LinkedIn State of Sales report confirms that the trust factor is the number one factor in closing deals at 40%, ranking higher than ROI and price. This credibility is priceless.
2. Trust creates a more positive client experience. When clients feel that they can trust you, they are more likely to feel comfortable discussing their needs and concerns with you. This can lead to a more collaborative sales process, where you are able to work together to find the best solution for their unique situation. This can ultimately lead to higher levels of satisfaction and customer retention.
3. Trust leads to referrals. Another key benefit of building trust in a professional sales relationship is that it can lead to referrals. When clients trust you, they are more likely to recommend you to others who may benefit from your services. This can help to expand your client base and ultimately lead to increased revenue.
In order to build trust with your clients, it is important to be transparent and honest in all of your interactions. This means being upfront about any limitations or potential drawbacks of your product or service, as well as being open and honest about pricing and delivery timelines. It is also important to listen actively to your clients and respond promptly to any questions or concerns they may have.
Trust Between Employer and Salespeople
Trust between employer and salespeople leads to trust in the outcome of your solution. We as founders want more than advocacy from our salespeople. We want them to believe in our mission, and by extension, in us as founders and leaders. The future mentoring and coaching that will take place over the course of a professional relationship requires trust. The need to gain approval from salespeople to let them into their deals requires trust. And the need for salespeople to be honest with us and willing to share what is holding them back and what they are afraid of certainly involves trust.
All in all, building trust is an essential component of creating a successful professional sales relationship with clients and sales teams. It helps to establish credibility, create a positive client experience, and ultimately lead to higher levels of satisfaction, customer retention, and revenue. By being transparent, honest, and responsive to your clients’ and team’s needs, you can build trust and create a lasting bond that can benefit all parties for years to come.
Until next time,
Ted