If you don’t build trust with your customers, you’ll never close a deal—there’s no way around it! You’ve already heard how companies can build customer trust, but how can an individual seller do this? Join me and my guest, Liesl Nel, in this live coaching session as we share strategies to help your prospects feel safe and confident in doing business with you.  

Meet Liesl Nel 

• Liesl Nel is a seasoned sales professional in the yachting industry, specializing in working with charter agencies, particularly in the Mediterranean region. 

• Her expertise lies in navigating the complexities of B2B sales and addressing the unique challenges within this niche market.  

Building Open Relationships

• Liesl emphasizes the importance of maintaining open and frequent communication with agencies. 

• This helps address challenges proactively and assures agencies that customer data will enhance rather than compromise the customer experience.

• She also shares how face-to-face interactions are better for building trust instead of email marketing. 

Storytelling and Customer Reviews 

• Using stories and customer reviews to demonstrate repeat business and successful partnerships can significantly build trust. 

• Liesl suggests leveraging third-party success stories to reassure new prospects.

Authenticity and Honesty

• Liesl advises sales leaders to coach their teams on being authentic and transparent.

• Acknowledging and addressing problems openly fosters a collaborative and trustworthy environment.

"I always tell my sales agents to be authentic. Don't hide any problems. If we're having a problem, admit to our B2B customers we're having this problem. We're going to solve it for you. We're going to work together on it versus there is no problem. Be open, honest, and vulnerable. People understand that things do go wrong, but we are going to fix it and we want to continue our relationship." - Liesl Nel. 

Resources

Liesl Nel on LinkedIn

Moorings.com 

Sunsail.com 

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

hubpspot.com/marketers

bluemangostudios.com