The most important aspect before closing a deal is building the right amount of trust. 
Trust is essential in doing anything and allowing any sort of issue to be solved. Our everyday society is built around trust; trust that the lights will turn on, trust that your car will start, trust that your co-workers have your back, and trust that the food you eat is actually food. This definitely follows into the realm of sales; if trust has not been built then you will not close any deals. Throughout the conversations you have with your customers, they need to have gained the right amount of trust to be able to move forward with any sort of deal with confidence that you will solve their problems.

When it comes to building trust, you yourself have to actually believe in the product or service for it to be genuine and real trust. As people, much of our communication is non-verbal and it is easy to read between the lines and gauge if someone is being genuine or not. When was the last time you walked into a store and encountered a depressed sales clerk - how did it make you feel about the products in that establishment? No matter what, you cannot fake energy into something that you cannot stand working with or don’t share a vision in and giving off the slick used-cars salesman vibe is very damaging to building trust. Despite what others may say, it is actually essential to be genuinely passionate about what you’re selling. Work for a company that you believe sells a good product or service.

With passion and energy, you can have a genuine conversation. This is where many get stuck in the same old song and dance of selling the specifications and throwing up a pitch. You want to avoid trying to lead into a transaction and sell to your customers in the first conversation. Instead you want to engage with them in figuring out what their issues are, what they have tried before, what their goals are, and then figure out how you fit in to bring value. Be honest and sincere when pinpointing specific questions to how you can solve their problems. For example, ask about their supply chain issues, or services, pain points that frustrate them every week that they wish they can solve. This turns into a conversation where you can listen intently for the majority of the conversation to better empathize and have knowledge of what service, if any, you can be of to them.

Trust comes with expectations, but you want to go above those expectations. If they want something by Friday, give it to them by Wednesday. If they need answers to questions, provide answers and extra knowledge on top. Stand out: even if they don’t choose you, later than the line the partner they may have chosen initially may not be delivering, and in those times of second thoughts, you may come up for a second chance. Sometimes, expectations may be unrealistic - do your best to hit them anyway, because even if you fall short, you are still raising expectations.

Even if a potential customer says no, it really means “not right now” which makes it even more essential to stay in reasonable touch. For those in your sales process at the moment, show them that you are eager to respond in an efficient and effective manner.  Make sure the rest of your team is staying consistent and following suit by setting the bar high for communication across the board.

#salesengineertraining #salesengineering  #salesengineer 

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