5 tips to building trust and shortening the sales cycle

How can you build trust and shorten the sales cycles with Karen Kelly

Buyers have never been more in the driver’s seat then they are today. They are remote, virtual
and know what they want. Our role is to facilitate the buying decision. To do that we need to
build trust and quickly. What are the best ways to do this?

In no particular order see my 5 tips to build trust, disarm your prospects, get them leaning in to learn more and hear what you have to say. 

These are in no particular order.

1) Own your message. Stand tall on what you believe, your thoughts, what can you
influence people on? Are you on the right channel, are seen and known as a thought
leader? Does your audience already know your POV, what you stand for?

2) Be transparent, don’t claim you can solve everybody’s problems from the get-go. See if
there is a fit, learn more about their desired goals/challenges to see if they are worth
solving and if you are the one to do that.
Avoid claiming to be a good fit for everyone, seek first to understand.

3) Being others focused – genuinely curious, asking though provoking questions, practice
active listening, not pitching too quickly, completely focused on closing the sale,
commission, moving at your pace, customers feel this and when they feel pushed, they
pull away.

4) Do what you say, do not over commit and under deliver. Follow up, follow up, follow
up. They are evaluating what things will look like in the future by working with you. If
you are dropping the ball before a contract is signed, the journey stops there, you ‘ve
shown your hand. Set realistic timelines for you and them, set everyone up for success.

5) Be knowledgeable on your product, process, industry & what happens after purchase.
Make it easy and frictionless to buy. Create an experience- story telling, resonance,
good energy to build trust and lower the risk.


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