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Trust and Credibility go along way in Sales Jobs

There are many attributes that you need to possess to be successful in a sales job; most of these are extremely well known and common sense. Some of these include being passionate about what you are selling, a good communicator, having a never say die attitude and the gift of the gab and also knowing your product or service like the back of your hand. These are pretty self explanatory and are crucial for sales jobs.

What is the key area or attribute that has been bypassed and ignored?

The answer?

Trust.

The most fundamental role of a salesperson that is so often neglected and ignored is the ability to develop trust and credibility with their prospective customers. A salesperson is constantly trying to influence people in such a way that they simply have to have a product.

So, the question lies - what is the key to influencing people?

It has been well documented and put forward that the key to influencing people is trust. This can best be explained if you take a look at market leading brands and why they are in the position they are.

Consider, for example, Toyota which is the leading manufacturer of cars in the world. It has numerous competitors such as General Motors and Ford that are producing a pretty much identical product that is just as good as their offering. Yet how ever much Ford and General Motors throw at huge advertising campaigns Toyota comes out on top. People believe that Toyotas will serve them cheaply and reliably and this has led to them having a family of loyal customers for the long term.

The same principle applies for people in sales jobs. Many salespeople are initially seen in a negative light because they are viewed as an intruder, an interrupter and as somebody that is trying to sell something that the prospect doesn't need. However once they have developed a sense of trust and credibility this barrier will be broken and will be ancient history. By developing healthy, fruitful, long term relationships a sales person can experience competitive advantage and excel at their job and have repeat business.

How to develop trust?

Empathy

By stepping in the shoes of your prospective buyer and understanding exactly where they are coming from; their needs and their expectations, if you empathise with them then the gains are potentially huge.

Keep your promises

The cardinal sin that a salesperson could ever carry out is to not keep their promises. It is very well known that a disgruntled customer is likely to tell a hell of a lot more of their friends about a bad experience rather than a good one.

Listen to your Customer

If you don't listen to your customer actively you won't be able to fulfil their expectations. You might have the gift of the gab but this count for nothing if you don't train your ears.

The sales jobs market is thriving; but always remember the value of trust when you try to sell things.

http://www.jobsite.co.uk/jobs/sales

Jobsite are the pioneers of online recruitment in the UK and have regularly updated list of jobs across all sectors. They specialise in sales jobs and sales executive jobs.

www.jobsite.co.uk/jobs/sales

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