Article written by Jason Forrest - 1/17/14
Forrest Performance Group
In order to earn the right to sell, you must also earn your buyer’s trust.
Earning the right to sell takes a lot more than showing up and having “salesperson” on your name tag. Prospects aren’t obligated to trust or respect you; that is something you must earn.
Here are a few steps for earning the right to sell:
In order to gain credibility, you must have a bucket of knowledge to pull from. This should include information like facts about the competition’s and your own product, as well as an understanding of the sales process and how to maneuver through it.
Do you know and accept that you are their primary source of confidence? To own this responsibility, it is imperative to be confident in yourself and what you use to lead your buyers through the process. After all, confidence is contagious! And once you instill confidence in buyers, they will show a willingness to follow you–as the seasoned sales pro.
Here’s to earning what you’re worth!