When you tell people you are a salesman, most people’s guard goes up.
The same is true even if you use a nice *pretty* name like Account Executive or Client Representative, or some other euphemistic BS.
Unfortunately you start the game every time with a negative point deficit on the trust scoreboard that you have to overcome.
Certainly you should always be looking to gain and deepen rapport with your prospect.
There are many ways that you can do this. I cover a number of covert methods in my rapport skills courses, but that’s not what I want to tell you about today.
One way you can develop significant trust with your prospect is to sell against yourself.
The technique is quite easy.
Quite simply what you do is you tell your prospect who else they should be looking at and why they should be looking at them.
What you do is you act almost like a member or their team, discussing all of the options that they are looking (or need to) at.
This surprises and disarms most prospects.
They don’t expect you as a salesman to be this objective and help in this way.
You’ll find they start asking all kinds of questions that they weren’t asking before.
When you do this right, and gain some trust as being a source of near-neutral expertise, you may suddenly find yourself in the middle of a comparison discussion of all their options and alternatives.
I do this by asking prospects very early on in the sale who else they are looking at. And even telling them to go look at certain competitors of mine before I will have any in depth discussions with them.
This sets me up out of the gate as advising them on alternatives.
And they eat this up.
It also increases their desire to have me sell to them because I have become a more unbiased and objective source of expertise in their eyes.
Prospects want to work with someone that they can trust and that they believe has the expertise to help them.
What really makes this powerful is when you compare and contrast you and your competition and you give good, honest, objective reasons why they might go with your competition.
You see this technique does two things. It get’s the sales qualification process done faster, and in front of you. You can find out if they are a better fit for yourself or your competition quickly this way.
And this also gets out the reasons why they want to pursue working with you if in fact that’s what they want to do.
This helps you to maximize your sales because you’ll find the deals that are yours fast, and you can walk away early from the deals you’ll never close.
Sell with Pride,
Shameless Shamus brown
P.S. You can – and should be – closing 70-90% of your deals. Anything less and you are leaving a lot of bux on the table. Get your closing rate up where it belongs now with the Persuasive Selling Skills Audio Program.