The Unmentioned KEY to Selling

PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST. PERIOD!

See for yourself.

Let me start by asking you this. Have ever taken your business from one company and given it to another (which sells the same product or service) because you just didn't like the person you were dealing with. Have you ever said, "I don't know what it was about him or her, but I just didn't like them." Or, "I just don't trust him or her." Or, better yet, "I don't even know them."

If you've ever said these phrases, as I suspect we all have, then you know E-X-A-C-T-LY how important it is to YOU, to do business with someone you know, like and trust!!

In the beginning of any of my businesses, I knew people would do business with me if they only knew me. I also knew that once they got to know me, eventually they would like me, and more importantly trust me. Then I would be able to conduct business with them for years to come.

The same will be true for you.

Think about it for a second. The instant someone starts to trust you, you sense it, don't you? After that trust is established, moving forward becomes easier doesn't it? It can be with a friend, a loved one or in business. And it's peculiar because you can't really pinpoint it; you just know it's been verified.

Stop for a minute and think of one person you trust completely. Can you explain why you trust him or her? It's hard to put into words isn't it? I know it is for me.

There is nothing more powerful than trust. Nothing.

On the other hand, we've all decided not to buy from a Salesperson because something just didn't feel right. Maybe we suspected they weren't telling us the truth, or the salesperson was side stepping our questions.

When we sense deception or distrust, a very powerful alert mechanism is somehow automatically triggered in our innermost being. We don't think about it, it instinctively happens. It's built into us. It's as automatic as gravity. And, if we fail to yield to this built in INSTANT-WARNING-DANGER-ALERT REACTION, we will remain unsettled and uncomfortable regarding our decision.

Do you know WHY you businesses repeatedly advertise and market to people? Because they're attempting to establish trust and likeability, by continually placing their products/services in front of prospects.

That's why repetition, repetition, repetition is so vital in marketing and advertising to people who have no idea who you are.

However, that style of relentless marketing and advertising is not necessary, but is considered obnoxious, to people that already trust you. Plus it's a lot less expensive!

It doesn't matter how many books you've read on selling, marketing, advertising, or prospecting, the most important reason people BUY is they liked, and or trusted the individual or company that was selling.

So, to make your prospecting easier (note I didn't say easy), wouldn't it make sense for you to contact people that you have already established trust with? You know who they are, and I promise you they'll be more open to your new venture than a complete stranger would be.

You'll find your sales presentations, quotes, bids, estimates, and prospecting, easier if you will seek out those who already know, like and trust you.

At the core of all transactions you'll find this truth to be the foundation.

Scott Rauber
Author, Speaker - How To Find Prospects Using Little or NO Money.
http://www.getmorebiznow.com
727-733-8387

---

Closing the Sale - It Doesnt Have To Be Uncomfortable

"The Close" is sales jargon for the bit where you... Read More

Increase Sales - Overcoming Barriers

Ever thought to yourself, "If only my team members would... Read More

The Quickest Way To Increase Your Sales

The quickest way to increase sales is to make things... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers... Read More

Selling More Effectively as a Trusted Sales Professional - Thirteen Tips

Do you want to sell more successfully using an honorable... Read More

Secrets That Lead To Failure In Sales

Let's be realistic nobody really wants to be labeled a... Read More

Top 5 Low Cost Ways To Get More Sales Leads And Sell More Without Cold Calling

Cold calling may now be outdated. People have become defensive... Read More

What Does It Take To WIN A Sale?

What to do when you win or lose.You have given... Read More

How to Build a Repeat Client Base in Automobile Sales

Here is a question I recently received from a young... Read More

Woo the Buyers Limbic Mind or All Your Sales Efforts are Wasted

If you've driven yourself crazy trying to figure out why... Read More

Reaching Goals in Direct Sales

From surveys and experience, we've noticed many setting excellent goals... Read More

10 Killer Ways To Multiply Your Sales

Would you like to multiply your web site sales? Or... Read More

How To Master the Art of Super Salesmanship

Mastering the "art of selling" is simply knowing how to... Read More

More Sales - You Must Keep Asking

I bought a second pair of reading glasses from my... Read More

Generate Sales with Lead Generation Marketing Tools

One of the best projects to undertake as an online... Read More

How to Sell a Feeling

To be totally in tune with the needs of your... Read More

Sales Predator Or Professional Sales Rep

From a customer's perception, it's easy for a salesperson to... Read More

A Stupid Question

This is a stupid question but it has to be... Read More

Nine Competencies of the Complete Sales Professional

Have you ever tried to explain to someone what you... Read More

A Great Sales Technique: Be Aware of Sales Myth #5

A myth can best be described as somebody or something... Read More

Sales Marketing: 10 Sales Marketing Tricks To Explode Your Profits

Sales marketing online is an art that you must keep... Read More

Acquired Expertise: Attitude and Confidence

"I recommend the 5.8 GHz Digital Phone, because it suits... Read More

Get Tough

You deal with rejections, frustrations, disappointment, and possibly disrespect on... Read More

Its All in the Questions

Contrary to many of the books on how to be... Read More

The Golden Week of Selling

Have you ever heard of the Golden Hour? I live... Read More

Make More Sales By Airing Your Dirty Laundry

There's an old saying, "Don't air your dirty laundry".If you're... Read More

22 Closes For Real Estate Agents To Make The Sale

All closes are not created equal. Top producers realize every... Read More

3 Tips to Get Clients Now

"I need more clients!" wails Steve, a 32 year old... Read More

Want to Make More Money? Fish in a Bigger Pond!

Setting prices is a dilemma most service business owners encounter... Read More

How To Write A Solution - Savvy Sales Letter to To Get Clients

Too many sales letters are shaped into paper airplanes and... Read More

Anticipating the Audiences Reaction

Obviously, you can not know all of the things that... Read More

3 Steps To Immediately Increase Sales

Want to increase sales within your company? It's not as... Read More

Sales Prospects Avoiding You?

This issue's topic on sales prospects comes in response to... Read More