Do Prospects Trust Your Salespeople?

Do Prospects Trust Your Salespeople?
leadershipteam
Tue, 08/20/2019 – 12:46
Authored by:
Colleen Stanley
HubSpot research shows that only 3% of buyers trust sales reps. That should sound BIG alarm bells in sales organizations. Trust is the foundation of relationships and without it, salespeople will run into problems opening sales conversations, conducting thoughtful meetings and gaining new business.
There are several reasons for lack of trust. One that most salespeople don’t understand is the power of attunement. This is defined as a person’s ability to respond and react to another person’s emotional needs and moods. When a person feels heard and understood, they respond with the gift of trust.
This isn’t accomplished by the delivery of slick sales techniques. It’s accomplished only by tuning into a prospect’s emotional state.
Sales managers, one of the best ways for your sales team to tune into prospects’