1. Creating the Trust in Trusted Advisor
We have all seen articles stating that “relationship selling” is dead; however, salespeople will say trust, the foundation of relationship selling, is a must. Salespeople know that if you don’t have a strong, trusting relationship with your customer, you will never be seen as a trusted advisor, and you will never be successful.
First and foremost, creating a trusting relationship requires both a mindset and a set of actions. As a mindset, a salesperson must truly believe that his/her job is to help the customer solve their problem. Salespeople who mentally calculate their commission during a sale will quickly be seen for what they are–someone more interested in making the sale than they are in the customer’s needs and expectations.
In addition to having the right mindset, trusted advisors know how to demonstrate their sincere interest in helping the customer. The discipline of relationship selling is knowing how to show empathy, how to demonstrate credibility and competence, and how to anticipate customers’ concerns.
It is this mindset and set of actions that a salesperson must have to approach the sales process with authenticity, passion, and positive intent. Relationship selling is about who you are and what you do, and is communicated by actions focused on the customer and their needs. This leads to trust.