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Trust Breakers and FANtastic Selling

March 7, 2017

What makes you want to give your money to someone?

I’ll give you a moment.

Keep thinking…

Did the word “trust” come to mind?

Here’s the cold, hard truth: trust=sales. While this certainly isn’t new information, it’s definitely not something that we often think about when we’re trying to make a sale.

Put yourself in the shoes of a customer…

A lack of trust is why you walk off a car lot when the salesperson makes you feel pressured. A lack of trust is why you question your friend, not the sales associate, about that pair of jeans you squeezed yourself into.

Is this what I want? Does this look good on me? Is this the right choice?

The fact of the matter is that if we can’t trust someone to be honest with us, we’re not going to give him or her our money. But what does this mean to you the salesperson, the entrepreneur, or the business owner? Here’s an excerpt from my upcoming book, FANtastic Selling, which covers this important question.

“It means that competence, the act of doing your job and doing it well, is not enough for your fans. Competence is expected. Competence does not add value to your offering. It is considered the price of doing business. What matters more than competence is your credibility. Your intentions, the reason why you are in business, and how you conduct yourself with customers are as important as performing the basic functions of your job.

If your fans do not believe that you are acting in their best interest, they don’t care how good a job you do. The jig is up. If your company, your product, and your performance is not trustworthy, authentic, and sincere, it is only a matter of time before you will be out of business.”

What do people consider trust breakers? How can you avoid the trust breaker pitfalls? Find out when you download my new book, FANtastic Selling, which will be released on March 15, 2017. Pre-order your copy now.

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