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Credibility and Trust

What does everyone do to establish credibility or trust during a sales call? Do you have any special methods or techniques that you recommend? - by Iceman
There are things you can do and not do that will help. I wouldn't talk bad about others or disclose private information about others. I would admit it when I didn't know something or if I've made a mistake instead of hiding it. - by Marcus
What does everyone do to establish credibility or trust during a sales call? Do you have any special methods or techniques that you recommend?
Talk in terms of the other person's interests instead of your own. This translates to giving a tailored presentation based on the clients wants and needs instead of generic presentation. :) - by Liberty
I wouldn't talk bad about others or disclose private information about others.
I like Dale Carnegie's idea; "Don't criticize, condemn, or complain". - by Mikey
How about establishing trust by establishing rapport. ;) - by Milton
What does everyone do to establish credibility or trust during a sales call? Do you have any special methods or techniques that you recommend?
Be oneself.

It is for that reason that I place much greater vaue on identifying conditions of mutual trust and respect than attempting to create them. - by Gary Boye
Be oneself.

It is for that reason that I place much greater vaue on identifying conditions of mutual trust and respect than attempting to create them.
How do you do that? - by Iceman
How do you do that?
I know if I trust and respect someone. In simple terms, I can assess another person's level of trust and respect for me by their behavour with me. So that covers both ends of the "mutual" conditions. - by Gary Boye
I know if I trust and respect someone. In simple terms, I can assess another person's level of trust and respect for me by their behavour with me. So that covers both ends of the "mutual" conditions.
That is interesting. How would someone else do this? - by Iceman
That is interesting. How would someone else do this?
I'm interested too. Please explain. :) - by Seth
Iceman and Seth, I think what Gary is saying that he decides whether or not he trusts the prospect and if the prospect trusts him. - by Agent Smith
I'm interested too. Please explain. :)
I don't understand the requests. I'm sincerely sorry. Explain what exactly?

Is this something that either of you feel that you can't do and have an interest in learning? Is it about the part about assessing one's own's feelings of trust and/or respect towards another---or observing the behavour of another to determine whether they trust and respect you?

I don't know if I would be qualified to teach either of those things to anyone who felt they couldn't do them. At least I never have. Perhaps it's something born of experience. I don't think I have any inherent gift in that regard.

Agent Smith is correct in what he said. I wish I could be more helpful. - by Gary Boye
I don't understand the requests. I'm sincerely sorry. Explain what exactly?

Is this something that either of you feel that you can't do and have an interest in learning? Is it about the part about assessing one's own's feelings of trust and/or respect towards another---or observing the behavour of another to determine whether they trust and respect you?

I don't know if I would be qualified to teach either of those things to anyone who felt they couldn't do them. At least I never have. Perhaps it's something born of experience. I don't think I have any inherent gift in that regard.

Agent Smith is correct in what he said. I wish I could be more helpful.
I think that it would be hard to sell someone on an idea, for instance, if they don't trust you or what you say.

It makes sense to me that the more trust between you and the prospect the better which is why I asked about the different ways to do this.

You said you placed greater vaue on identifying conditions of mutual trust and respect than attempting to create them. If that means you personally decide if you trust the prospect and if the prospect trusts you then I understand.

If this trust isn't already there do you try to establish trust? - by Iceman
Iceman and Seth, I think what Gary is saying that he decides whether or not he trusts the prospect and if the prospect trusts him.
If you meet a prospect for the first time and that prospect doesn't know anything about you, your company, or your product then what would be the basis for trusting you? - by Seth
Trust and respect can be developed. No question about it.

It would be great if you already had a mutual trust and respect with your prospects but that will not always be the case. So what do you do? You give the prospect a reason to trust and respect you.

Think of it like this...
  • Do you T/R people with shifty eyes and/or won't look you in the eyes during a discussion?
  • Do you T/R peope who say one thing but act another way?
  • Do you T/R people who talk about others?
  • Do you T/R people who don't respect your time and show up late?
  • Do you T/R people who come across as loud and obnoxious?
  • Do you T/R people who don't actively listen to you?
  • Do you T/R people who don't seem to understand you and your situation?
  • Do you T/R people that don't seem to have your best interests at heart?
  • etc, etc, etc.
- by SalesGuy
I think that it would be hard to sell someone on an idea, for instance, if they don't trust you or what you say.

It makes sense to me that the more trust between you and the prospect the better which is why I asked about the different ways to do this.

You said you placed greater vaue on identifying conditions of mutual trust and respect than attempting to create them. If that means you personally decide if you trust the prospect and if the prospect trusts you then I understand.

If this trust isn't already there do you try to establish trust?
Your question clarifies where you're coming from, I think. Thanks.

To answer your question: Most often not, unless I detect a miscue in communication.

Please understand that I am not a person that faces distrust on a regular basis. So establishing trust through an interview or sales conversation process is not high on my list of priorities. Disqualifying prospects if conditions of mutual trust and respect don't