The other day I enjoyed a lovely evening by 23 Degrees sitting outside in the streets of Malaga with an old friend and ex-colleague. She opened my eyes to a missing dot/connection in the current prevailing sales training methods of SPIN/complex solution selling techniques.
She said, you know what drives me crazy? They keep on telling us in sales training, we need to gain the trust of the client. But if I ask how, they can’t give me an answer. There and then, I realized, I am guilty of this as well. I keep on talking about trust but I never really explained what it is that creates trust.
No it is not a process, or a complicated technique to follow. The answer is actually very simple.
Be your authentic self. So the client gets a feeling of WIS-F-IWIG. What I See (and feel subconsciously) is what I get. A…