If you want to kill trust with a client - focus on you!
Client goggles help you focus on your client. Here are some sales tips on the things that destroy trust - and how to avoid and navigate them.
This is the fourth article in my Trust Series based on the Trust Equation.
Trust Equation * = Credibility + Reliability + Intimacy
* The Trusted Advisor by David H. Maister, Charles H Green, Robert M. Galford.
The first three articles looked at the top of the equation, and how to build trust. This article is about what undermines trust. Self Orientation.
I also think about Self-Orientation as Conflict of Interest. The reason for this is I think that there are business-based as well as personal conflicts.
In building a trusted relationship, your focus should always be; and be seen to be; focused on the best interests of your client.
You also need to represent your business needs, but these have to be secondary. In any healthy relationship there is give and take based on the transparent sharing of each parties goals so that both parties help the other achieve them.
So being open about what you want and asking probing questions about what your client wants is critical. Without this, the lack of transparency leaves less room for your client to second guess you and your motives.
Have a clear picture of your ideal client. Use this to see in which areas your prospective client doesn’t match your ideal --- This is likely where you or they may perceive conflict.
Conflict exists in a competitive situation. Especially when you are markedly different from your competitors. For example, when you are smaller than your competitors, this can be seen as a source of potential conflict for the client.
If you think there could be or sense that there is a conflict, ask. Be upfront about how you are feeling and then ask your potential client to do the same.
Like what you've read, and want to know more?
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Would love to hear your thoughts .... go on!