fbpx
Connect with us

Executive Voice

The Best Little-Known Way to Establish Trust With Your Prospects

If I asked you right now how to establish trust with prospects right off the bat, what would you say? Most would reply with something like this, “Treat them as a friend. Open up the phone call by talking about a topic other than sales or business.”

Cue yawn-worthy conversations about the weather, the other night’s baseball game, or otherwise. Sure, I get the intention behind these small-talk conversations, and they’re nice sentiments. Unfortunately, they do little to establish trust with a prospect — and they’re used to these surface-level attempts at conversation and trust-building in conversations with salespeople.

Why do so few salespeople know how to establish trust?

In college, I studied behavioral science. Alongside my studies, I was also beginning a sales job and noticed that the information I was learning in class directly contradicted the information I was learning from the “sales gurus” in my sales training programs. These programs demonstrated what I now call the ‘old model of selling,’ which is just about the opposite of what I now teach. The ‘new model’ I have created aligns with the key facets of human behavior that I learned:

1. People buy with emotion rather than logic. They may justify their purchasing decisions with logical reasoning, but the actual decision is all emotional.

2. People do not like being told what to do. They resist it. They will always push back.

And yet, in the old method of sales (which is still the most commonly used), the salesperson ‘tells’ the prospect what to do logically. By listening to the features and benefits of a product or service, the intention is to logically persuade the customer to purchase. It’s no wonder that consumers are now in what I call a “post-trust era,” where they’re naturally suspicious of salespeople. They’re tired of getting stuck on sales calls when they aren’t interested, don’t trust what you have to say, and have a hard time getting off the call.

How does one establish trust, then?

As I began to learn more about behavioral science, I realized something: the only way to persuade someone is by helping them persuade themselves. And, since prospects make purchasing decisions based on emotion instead of logic, they need to persuade themselves emotionally.

Based on these findings, I developed what I now call Neuro-Emotional Persuasion Questioning (or NEPQ). This form of questioning includes a series of questions intended to guide the prospect emotionally to a purchasing decision. Rather than telling the prospect what they need, you help them identify it. Rather than telling the prospect the solution, you help them recognize what it could be. There are many forms of questions within this process, such as Situation Questions, Problem Awareness Questions, Solution Awareness Questions, Consequence questions, and otherwise. I have mastered the wording of each of these questions just so from years of trial and error – noting every shift in facial expression or tonality as the prospect replied to my questions.

This helps them guide themselves emotionally because, through questioning, they hear themselves say out loud the problems that they’re facing. These questions are intended to help them recognize what they could gain from finding a solution and what they could lose if the problem continued. As a result, they become thankful for the questions you have asked — you have helped them uncover problems sometimes they didn’t even know they had, that can now be solved.

Becoming a trusted advisor

This is why NEPQ is so effective for establishing trust: the prospect is able to trust you because they see you as the trusted authority rather than a pushy salesperson as they answer all of the questions. By letting them do most of the talking (the rule of thumb I teach is about 80%), they feel as though they’re the one arriving at a decision on their own, and you’re just there to see if you can help.

After all, you should be! Your role as a salesperson should be as both a problem finder and a solver, rather than blindly believing that you absolutely do have the solution to a problem they may or may not have.

Before founding 7th Level Communications, Jeremy co-founded and served as Chief Sales Officer of an online education start-up that he took from zero to $37M in revenue the first year. Previously, he was Vice President of Sales at Wealth Masters International, a provider of personal finance training and educational products. With responsibility for recruiting and training the worldwide sales organization, he increased annual revenue from $12 Million to $75 Millions in three years. Prior to Wealth Masters, Jeremy was Vice President of Sales and the top individual salesperson at Life Path Unlimited. His sales expertise helped propel this personal development training and education company from start-up to a market leader with $55 Million in annual revenue in only two years. Formerly, he was the top salesperson at Liberty League International in the same industry niche, where he was instrumental in the company setting new industry records for sales revenue.

Advertisement

Become A Crypto Expert

Join Disrupt Magazine

Become A Disrupt Contributor

Most Disruptive

NFT2 weeks ago

Polly Kole, The Beauty With Gifted Hands Tycoon Of NFT Sculptures

In a society full of stereotypes, people clinging to appearance and disregarding one’s achievements is the magnificent Polly Kole stunning...

gold and black round emblem gold and black round emblem
Cryptocurrency1 month ago

Bitcoin’s Volatility Explained

Since cryptocurrency was introduced in 2009, it has become a very controversial subject for both critics and supporters. One of...

News1 month ago

Spider Man; No Way Home’, Crushes Box Office Estimates Generating A Mammoth $253 Million In North America.

After only 3 days in the cinemas, the latest and last Spidey outing disrupted the international market as the highest-grossing...

Cryptocurrency1 month ago

Nike just bought a virtual shoe company that makes NFTs and sneakers ‘for the metaverse’

Nike, the sportswear mogul, recently stunned the globe as it moved into the realm of the metaverse industry and blockchain...

QR code screenshot QR code screenshot
Diversity in Tech2 months ago

BTC did 62% more in transactions than PayPal this year

MasterCard and Visa have always topped as the runaway leaders; however, Bitcoin’s Lightning Network will soon disrupt this norm. Starting...

high angle photo of person holding turned on smartphone with tall buildings background high angle photo of person holding turned on smartphone with tall buildings background
Social Media2 months ago

How to Organically Grow Your Social Media Following In 2022

Instagram On Instagram, use Reels to reach new audiences and grow – find popular sounds and use them in your...

gold-colored Bitcoin gold-colored Bitcoin
Cryptocurrency2 months ago

Julio Domenech On How Banks Can Engage In Bitcoin in 2022

As cryptocurrency continues to become a popular trend in the US, many people are looking for an opportunity to participate...

Diversity in Tech3 months ago

Microsoft Teams, Incorporating New 3D Avatars And Virtual Meeting Spaces Before Mid 2022

Microsoft Mesh has always led as the future of Microsoft Teams meetings. However, Meta, the newly launched Facebook company, is...

Health + Fitness3 months ago

Stephen Campolo – How A Former Fat Kid Transformed His Body And Is Now Helping Others Do The Same

UPDATE: During a recent interview with Yahoo! News, Stephen revealed that he will be speaking at the next Disrupt Puerto...

News3 months ago

Facebook Goes Meta As It Scales Up Beyond Just Social Media

Thursday 28 September 2021, Mark Zuckerberg, the CEO of Facebook, announced Metaverse, a brand for users to interact in virtual...

Trending

Copyright © 2020 Disrupt ™ Magazine - Disrupt is a Minority Owned Privately Held Company

Disrupt ™ is the voice of Latino entrepreneurs around the world. We are part of a global movement to increase diversity in the technology industry and we are focused on using entrepreneurship to grow new economies in underserved communities around the world. We enable millennials to become what they want to become in life by learning new skills and leveraging the power of the digital economy. We are living proof that all you need to succeed in this new economy is a landing page and a dream. Disrupt tells the stories of the world top entrepreneurs, developers, creators, and digital marketers and help empower them to teach others the skills they used to grow their careers, chase their passions and create financial freedom for themselves, their families, and their lives, all while living out their true purpose. We recognize the fact that most young people are opting to skip college in exchange for entrepreneurship and real-life experience. This Podcast was designed to give them a taste of that.