subject: Relationship Selling: Lowering The Tension, While Raising The Trust [print this page] Let's be honest, whenever somebody is approached by a sales person, they are immediately on the defensive. The pressure is right there from the get go. We've been conditioned to react this way because that is the way that sales people are portrayed. With this tension comes a lack of trust because we feel that we are about to be scammed. It's a never ending cycle that is hard to break. The truth is, there is only one way to break it. The sales person has to do it himself. This is done by lowering the tension and raising the trust. Easier said than done, but it is possible.
Here are a few tips that just might do the trick:
For starters, you want to approach somebody delicately. You don't want to come off like some kind of raving lunatic, like so many sales people do with their "boy have I got a great deal for you" hype. People are so sick of this. Instead, what you want to do is casually bring up the conversation of whatever it is you want to get across.
Let's say you're selling a business opportunity. Instead of saying to somebody, "boy have I got an opportunity for you" and having them run for the hills, ask the person to tell you a little about themselves. Ask them what they're interested in. Ask them what their skills are. Ask them if there's something they'd really like to do if they could. Find out what they are doing. Talk about them, not about you.
After you've gotten all this information, ask them what they think of xyz, whatever it is you're offering. They may have some very strong opinions about it or may know nothing about it. If they have strong opinions and don't want anything to do with xyz, then don't force the issue. But if they don't know anything about xyz, ask them if you could give them some information, just to get them enlightened. Then, present the info in a way that is informative, not salesy.
You'll be surprised as to how receptive they might be to the idea if you present it in a low key way. What you have done is lowered the tension so that you can at least discuss the opportunity.
As far as the trust issue, well, you're already on your way there because you didn't come off trying to sell something. You presented information, and it was free. They're now more informed and can make a more informed decision. In addition to this, you can show them your own results with this business. Show them how successful you are and exactly how it happened for you. This will further gain their trust.
The most important thing is not to fill them with hype. Be above board and honest and you'll be surprised how often you'll end up closing a sale without even trying.
