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#51
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Originally Posted by Gary Boye
To address your auto dealership question, I think that some people driving up to such a place might feel an attitude of distrust towards some unknown salesperson they envision meeting. I don't know the percentage. But they would probably not be among the large percentages of repeat customers, return prospects, referred prospects, and experienced car buyers who are not gun shy. Members of those groups would not often be driven by distrust.
| I was not asking about "repeat, return, referred, etc." customers. It makes sense that a client returns to a salesperson in part because of trust. I apologize if that wasn't clear. I was asking about a prospect's initial reaction to a salesperson he/she has never met.
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#52
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Originally Posted by Houston
I was not asking about "repeat, return, referred, etc." customers. It makes sense that a client returns to a salesperson in part because of trust. I apologize if that wasn't clear. I was asking about a prospect's initial reaction to a salesperson he/she has never met.
| If you're still talking about car salespeople, I think that a greater percentage of them would be subject to a distrust factor than in many other types of selling. I don't know who is number one in that category and I have no idea what the percentages are. It's unfortunate, and I feel for some of the friends I've made who make their living selling cars. Some are among the most professional I have ever known.
Does the attitude towards members of the auto sales community provide an accurate measure of the attitude towards the sales profession at large? I don't really think so. But it was your example, so I answered your question as best and as honestly as I could.
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#53
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Originally Posted by Gary Boye
Does the attitude towards members of the auto sales community provide an accurate measure of the attitude towards the sales profession at large?
| Yes, I would say it does. It doesn't matter if it's cars, boats, homes, insurance, etc. the consumer realizes that the typical salesperson is out for the sale.
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#54
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Originally Posted by Houston
Yes, I would say it does. It doesn't matter if it's cars, boats, homes, insurance, etc. the consumer realizes that the typical salesperson is out for the sale.
| I suspected that you felt that way by the questions you were asking.
But I still believed that they warranted my taking the time to give you my answers.
Question for you: Do you believe that salespeople should not be out for the sale? I have a reason for asking.
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#55
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Originally Posted by Gary Boye
Question for you: Do you believe that salespeople should not be out for the sale? I have a reason for asking.
| I believe the salesperson's primary purpose in any sales organization is to generate sales.
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#56
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Originally Posted by Marcus
I'd just like to add "believability" to the list.
| That's another good point Marcus. They have to believe the words coming out of your mouth. 
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#57
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Originally Posted by Houston
Yes, I would say it does. It doesn't matter if it's cars, boats, homes, insurance, etc. the consumer realizes that the typical salesperson is out for the sale.
| This isn't new information, is it?
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#58
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Originally Posted by Houston
Yes, I would say it does. It doesn't matter if it's cars, boats, homes, insurance, etc. the consumer realizes that the typical salesperson is out for the sale.
| I don't know where you are coming from Gary but for me, this sums it up quite well:
"I think typically in the past because of different cliches and stereotypes that we've seen, the Willy Lomans, the Herb Tarlicks, the tin men and the used-car types, I think it's been inbred in us not to trust salespeople, that salespeople are there trying to make a sale, they're trying to score, they're trying to get us to do something for their benefit and not necessarily for our benefit." -Ron Willingham
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#59
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| Do Your Clients Trust You?
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Originally Posted by Iceman
What does everyone do to establish credibility or trust during a sales call? Do you have any special methods or techniques that you recommend?
| Here is a link to an article that covers a study by Huthwaite (Neil Rackham) on the perception of trust: http://sales.monster.com/articles/3cs/
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