The best sales relationships are built on trust. The prospect must believe the rep has their best interests in mind when they sell them something and the rep needs to know the prospect believes in the product or service. In this way, trust is a two-way street.
However, establishing trust with buyers can be challenging. It’s a tall order to get a buyer you’ve only spoken with over the phone a few times to believe in you. So how should reps speed up the process and build credibility with prospects faster?
The following graphic from The Disruptor’s Handbook breaks the process of building trust into four A’s:
If you’re struggling to establish trust with your buyers, strive to hit upon these four points in your behavior and actions.