Buyers “A Sea of Skepticism”

     TRUST is what reversing this economy is all about. And we can’t wing it with lip service. Consumers are a sea of skepticism. In fact, by just telling customers and prospects to “Trust Us” we are setting a failure tablecloth out for the picnic!

     We’ve got to earn and demonstrate trust to make it move from low to high by investing time, energy, and dedication to proving the value of the products and services we represent. We need to do this with consistent performance. We need to do this instead of pushing unit and commodity sales.

     One of my all-time great sales motivational heroes, Zig Ziglar, teaches adherence to the acronym T.R.U.S.T:

T~~THINK

R~~RELATE

U~~UNCOVER NEEDS

S~~SELL SOLUTIONS

T~~TAKE ACTION 

     You’ll find this and more, by the way, in the current SUCCESS magazine story at www.success-digital.com/success/200903/?pg=52  [And, FYI, Zig's sales-inspiring free newsletter can be had at editor@ziglar.com I follow Zig's chip-off-the-old-block son Tom on Twitter, which is also worth checking at www.twitter.com/tomziglar ]

     Anyway, the SUCCESS article’s lead-in quote is from Jeffrey Gitomer, author of The Sales Bible and The Little Red Book of Sales.

     Gitomer says, “Today’s salespeople better be question-based, value-driven, customer-focused, and be able to prove their product rather than try to sell it. Proof,” he says, “comes from testimonials, not sales presentations.” Or. if I could put a little phrase-twist to work: The proof is in the pudding, not in the words on the package.  halalpiar

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