From the course: Selling into Industries: Financial Services
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Build trust
From the course: Selling into Industries: Financial Services
Build trust
- Think about who you trust and why. You trust people who have proven themselves over time. You trust people who have proven to act with your best interests at heart. You trust people who look out for you and who truly work to help you. Now, think about the people you don't trust and why that is. Were salespeople on that list? Sadly, research from HubSpot revealed that a mere 3% of people consider salespeople trustworthy, only a hair above politicians, yikes. The financial industry makes their living by helping customers avoid risk. They find flaws, they keep money safe, and they provide advice on smart spending decisions. Sometimes, that motivation to avoid the risk and find the flaw carries over to you as a salesperson. So, to reduce that innate skepticism, you have to actively build trust with your buyer. This starts from the moment you tell your buyer you'll be there at noon, or that you'll send over the white paper today. Every promise you keep is one step closer to building that…
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