Enjoy this Toastmasters International, 2014 World Champion of Public Speaking winning speech by Dananjaya Hettiarachchi.
These 5 excellent strategies were found on Kelley Robertson’s blog. Enjoy!
5 Proven Strategies to Earn a Prospect’s Trust
Earning a prospect or customer’s trust and respect is something that top sales people consistently manage to achieve. Learn 5 strategies to earn that trust…
Here are five ways to earn a prospect’s trust…
- Respect their time
Every person you call upon is busy, just like you are. Demonstrate that you respect their time by asking, “Is this still a good time to talk?” or “We scheduled 60 minutes for today’s meeting; does that still work for you?”
- Call or show up on time
Sounds simple, doesn’t it? Yet, I’m constantly surprised how many times a customer or prospect says, “Thanks for calling on time.” Surprisingly, many sales people fail to connect with prospects when they say they will.
- Offer a solution that is relevant
Before you start making suggestions or talking about your product, service or solution, make sure you have a comprehensive understanding of their situation, their problem, and the payoff of correcting or solving that issue(s).
There was an interesting conversation this morning on Facebook between three excellent professional speakers (I would highly recommend each one of them) about the difference between sales pitches and sales presentations.
It’s a sales presentation, not a pitch!! Pet peeve of mine!!
How well you do it is more important than what you call it. Companies who start calling customers guests under the premise that this somehow creates better service are kidding no one except themselves. I don’t mind being “pitched” if it’s done well.
Point taken, Kit. However, in my opinion the vast majority of sales people “pitch” with very little effectiveness.
You got that right.
Richard Elmes http://www.richardelmes.com
I think the key thing is the intended benefactor.
If your intent is for you to benefit… its a sales pitch.
If your focus is on how your prospect will benefit… its a sales presentation.
If they feel like you are pitching to them then you create a lose-lose situation.
If they feel like you are presenting solutions then you create a win-win situation.
“We place value on things in the same proportion as it took to acquire it.” – Richard Elmes, The Sales Dating Guy http://www.SalesDatingGuy.com
“People don’t care how much you know until they know how much you care.” – Zig Ziglar http://www.ziglar.com/
Here is the lesson from the story Fred’s Fearful Encounter. To check out the story click here: https://relmes.wordpress.com/wp-admin/post.php?action=edit&post=377
Now you may think that this is just a story about a crazy cat, but it more than just that.
Poor Fred is not that much different than you or me……….
When we are put into situations that are foreign to us, situations that take us out of our comfort zones, like Fred’s house, it is easy to be overcome by our fear of the unknown, just like Fred did.
And it is at those times when our minds like to play games with us and turn a normally safe situation into one that we believe is dangerous.
It has been said that the word fear is really an acronym, which stands for False Evidence Appearing Real and wasn’t that the case with Fred in that lobby.
In reality, there was no danger at all, but in Fred’s mind, the pain of being attacked by other cats everywhere he turned, certainly looked and felt real. And that shows that awesome power that our mind has, to deceive and embellish situations in order to validate our fears.
but I’m sure to Fred the Fear meant, Forget Evidence And Run.
Now what would have happened if Fred took another approach to that very same situation and viewed the changes in his life as an adventure?
He would have discovered the joy of playing on boxes, the excitement of riding in a car and possibly the friendship of another cat that was always there to greet him, every time he walks through that lobby.
You see when we experience life and its many changes we step outside of our comfort zones and we expand, just like a balloon that is filled with air.
And the result is that once we expand ourselves, our comfort zones never quite go back to the same size as it was before the experience. And we have the capacity to do more, be more and enjoy more of the wonderful experiences life has to offer.
So next time you are in a similar situation, feel the fear, and push through the pain, because as Dolly Parton put it, “If you want to see the rainbow, you have to put up with a little rain.”