In 2006 I discovered the practice of Fractional Sales Management before it became an emerging…
I want to share with you 3 keys to improve and increase the trust level you have with your sales team by focusing on and understanding when to use each of these areas and how they have the greatest impact at different times.
We all know that if you keep your word, you’re going to be building trust. That is a no-brainer. What happens when your sales people need something from you and you make a promise; “Yes, I’ll check with the owner on this” “We’ll go solve this problem.” “I’ll check with the vendor.” If you don’t do those checks or you don’t follow up when you say you will, you’re losing trust. They’re going to stop asking for what they need. They’ll start going around you or they will try to solve their own problems. Unfortunately for everyone, this can create more chaos in the office.
Here’s an example that was once shared with me. Imagine yourself on a small plane and it is going through a lot of turbulence and bad weather. You’re hoping that the plane gets landed safely. At this point, you don’t care too much about the pilots integrity. You don’t care if they are going to keep their word and get you home on time. You don’t care at all how much compassion they have. They could be yelling at you. Your only concern is if the pilot is competent and knows how to fly the plane through the turbulence and land the plane intact.
When they do that, your trust level will go way up. You’ll refer that pilot to everyone because you know they are competent in their job.
In conclusion, focus on those three areas and focus on them when they’re most important. There isn’t one that’s more important than the other. All three are important at different times and every salesperson and every employee needs all three at the right time. Integrity, compassion, and competence are the 3 keys to increase trust.
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