Have you seen the new James Bond flick, Casino Royale?
Great movie – I just saw it last night with a buddy.
I shamelessly admit I loved the raw gritty violence of the film. Such detail made the story and the characters much more believable in a way that the Bond movies haven’t done in years.
After the movie we felt compelled to go have a couple of martinis.
Talking about the movie my friend opined that if there was an overarching theme to the movie it was that You Can’t Trust Anyone.
Certainly James Bond learned that – if you saw the movie, you know what I am talking about, and if you haven’t I won’t spoil it any further for you.
I certainly agreed with this idea and it made me think about trusting people in business and in sales.
One of the things that’s unique about the salesman’s job, is that much like James Bond, you are ultimately always on your own. Even when you’ve got the help and backing of your company.
On the one side you’ve got your mission, the sales prospect that you’re chasing. It’s competitive, it’s psychologically challenging, and it’s risky to your career.
On the other side you’ve got your company who is backing you. You’re always being judged as to whether you’re performing, whether you should be given more territory or leads to chase, or whether you’re worth keeping around at all.
Potential enemies are all around you.
Ultimately you are always alone just like 007. Your prospects always have someone else to choose from. And the company you are an "agent" for is always recruiting in case you leave or they need to fire you.
So Can You Really Trust Anyone in Sales?
Well first off you must have trust in yourself.
This means you must have confidence in yourself. You must believe in yourself. You must have courage even when it’s hard to muster it up (in fact that’s when you must have courage the most).
Because if you don’t trust yourself first, then no one else will.
As for trusting others, I’ve developed my own rule. And that is that you can only learn to trust someone over time.
James Bond can’t trust anyone but himself because he doesn’t ever interact very long with anyone persopn, whether it’s a bad guy, or the hottie he’s chasing to help him get to the bad guy.
Since life is not an action-adventure movie though, you and I have a little more time in our business dealings than James Bond does.
Mutual interest is the beginning of any relationship, and mutual interest is a basis to begin developing trust.
But mutual interest not enough.
Whether it’s a prospect evaluating your product and telling you to come back in for another meeting, or it’s your sales manager who’s telling you you’re going to have a better sales territory soon, real trust only develops over time.
Over time you see people’s personal values and ethics.
And your observations about others values and ethics over time are what drive the conclusions you make about who to trust or not.
Generally trusting and being trusted is an unconscious and a seemingly random or mysterious process for most of us.
It doesn’t have to be though.
You can find out what makes people tick, when to trust them or not and how to align yourself just like James Bond at the Casino Royale by learning the skills I teach in the Persuasive Selling Skills Audio Program. Click that link and get into action right now to take control of your sales missions.
I can’t promise to make you a buffed out secret agent like 007, but this is powerful stuff that will help you read people faster and close more sales.