The Essence of Trust-Based Selling

Timid salesmen have skinny kids (Zig Ziglar)

We know that a “calm, cool, and collected” state of mind is ideal for a Trust-Based sale – but FEAR tends to make that a difficult state of mind to attain.

[clickToTweet tweet=”Fear of public speaking leads the list of barriers to success, but I’ll wager the FEAR of SALES has it beat!” quote=”It is often said the fear of public speaking leads the list of barriers to success, but I’ll wager the FEAR of SALES has it beat!”]

Let’s look at a few tactics to overcome this fear of sales … or to at least manage the fear so you can more easily be in a calm, cool, and collected state of mind!)

Once of the reasons I am such a firm believer in the Trust-Based Selling approach is because the MINDSET behind Trust-Based Selling RELIEVES the STRESS/FEAR factor … once you truly understand it.

Begin by shifting your mindset

Whether in a private session, on a coaching call with a client, at an onsite training, or during a speaking engagement – one of the first things I teach is the importance of the MINDSET behind Trust-Based Selling.

It is this: The Goal is to discover the TRUTH of your potential client’s situation. The goal is NOT to make the sale.

[clickToTweet tweet=”The Goal is to discover the TRUTH of your potential client’s situation. The goal is NOT to make the sale.” quote=”The Goal is to discover the TRUTH of your potential client’s situation. The goal is NOT to make the sale.”]

Once you understand that foundational principle, you give yourself (and your client) permission to relax.

Yes, not focusing on making a sale seems counter-intuitive. Most people believe that selling is about manipulating someone into doing something they don’t want to do. With an attitude like that, there is BOUND to be STRESS.Continue reading