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

---

10 Expressions to Avoid in Sales Communication

Keeping up with what words are in and out isn't... Read More

The Most Underused and Powerful Method of Lead Generation

Are you worried about whom you'll sell today so you... Read More

The Multiplying Factor In Sales Success

Mark has an attitude! Mark had worked in an operational... Read More

The Power of Confidence

My experience has taught me that people want to buy... Read More

8 Sales Lead Generation Methods

I've been getting lots of email from my readers lately.... Read More

The Top 7 Sales Blunders

We all make mistakes when selling our product or service.... Read More

Get Tough

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

The First Step to Stress-Free Selling (TM)

Step 1: Get Ready - Create a foundation you can... Read More

11 Powerful Methods of Sales Lead Generation

Are you searching for new and innovative ways of sales... Read More

How To Win Business By Networking

In sales we do tend to become focused upon our... Read More

Successful Selling in 21 Steps

1. Dependability was chosen as the most important.2. Integrity was... Read More

As They Approcah the Finish Line... The Winner Is?

Recently, right before I was about to deliver a motivational... Read More

The Pipeline: Curious, Desperate, Inspired?

You do have a "Pipeline" don't you? You know, the... Read More

Sales Performance and Motivation: How to Get Your Edge Back

Performance and motivation are like chocolate & peanut butter; the... Read More

How to Maximize Sales by Minimizing Windshield Time

During the late 1980's I was a field sales representative... Read More

How A Dancing Horse Can Increase Your Sales

"Yeah right!" I thought to myself as I started to... Read More

5 Specific Questions Your Sales Letters Must Answer To Achieve The Best Results

Here's a surefire method to guarantee you achieve the best... Read More

Selling - Always Go for Top Money

If you've ever flown economy class on an international flight... Read More

11 Secrets to Leadership in Sales

In his classic book, "Think and Grow Rich", Napoleon Hill... Read More

4 Reasons Why the Sale is Not Made

When sales are down, a salesperson must begin to take... Read More

Acquired Expertise: Attitude and Confidence

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

Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention

I have found that the best sales people are the... Read More

Why ALL Sales Decisions Are Based On Emotion - Heres The Proof!

Have you ever gone into a newsagent, picked up a... Read More

Sales Strategies: Its Not Who You Know - Its What You Know

We are all in sales. We all selling in every... Read More

The Truth About Sale Success!

Bill Brooks of The Brooks Group wrote an article several... Read More

Humanize the Sales Process

Q & AQ. Sometimes when I'm presenting to clients, I... Read More

You Dont Need Health Insurance!

Seems almost every situation in our lives is centered on... Read More

Sales Lessons from Bob Vila

There's more to what he does than meets the eyeWith... Read More

Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors

Yikes - My Feet Hurt!Concrete. Tiles. Cheap carpet. Walking, walking.... Read More

How to Build Rapport in 7 Seconds!

I had my first official sales training by a man... Read More

Sales and Closing Techniques

One essential criteria of being a successful salesperson is the... Read More

How To Go Perpendicular In Your Sales Territory

First and foremost are you thinking Strategically? "Do you have... Read More

Cutting Through Stalls and Objections

It's the prospect. If stalls and objections frequently come up... Read More