Aug 27, 2022
Now, let's talk about this. Your sales manager has lied to you.
The biggest lie your sales manager is telling you is this: people buy from people they like and trust. If that is the sales training you're receiving or the sales coaching you're receiving from your sales manager, he or she is lying, and he or she is bad at their job. Point blank.
Here's why.
Likability and trustability are factors in the decision-making process. Yeah, the prospect has to like and trust you. The difference is that the likability and trust factors that we were taught (and I say we, the people of my generation 20 plus years ago in sales training,) are different from the decision-making factors of the modern consumer. People before would buy from me if they like and trust me because they didn't know me. They had no idea who I was.
This was the day we pick up the phone, cold-call unsolicited, schedule an appointment, and tell them who was coming over. I used to describe myself to my prospects and say, “hey, I'm a six foot three, shaved-head Mexican man.” You will see me walking up, wearing a tie that has Daffy Duck on it or whatever it was, and I would describe myself to my prospects to let them know that I was coming over. That doesn't happen anymore.
The modern selling
Today, the likability and trust factor is established long before you ever get to your sales presentation. It's established by your company. It's established by your personal brand. It's established by your online presence. All of those things contribute to your likability and trust factor. The number one thing that contributes to your likability and trust factor is your ability to solve the problem of the person you are presenting to. If you can't solve a problem, it doesn't matter how much they like or trust you, they will not buy from you.
I've even bought stuff from people that I genuinely didn't like. Because they solved a problem better than anybody else.
What’s in it For Me?
The modern consumer is only listening to one radio station. It's We FM. What's in it for me? We FM. So if I could solve that problem, I can sell them that service.
Likability & trustability is secondary. So if your sales manager tells you that likeability and trustability are primary, then most likely they have not continued their own education. And yes, I'm going to be polarizing and say that because I'm tired of seeing the sales managers in the sales industries tell people what to do without continuing their own education. So here's the deal. I'm giving you the opportunity to continue your education in numerous ways you can do it through podcasts, books, and courses.
You pick it. It's out there. There's some free. There are some paid for.
And here's an invite. Come join me for the Catapulting Commissions Academy workshop on
August 31 September 1. It's $17 to join the workshop. If, for whatever reason you don't like it, you don't love it, send us a message. And we would refund you 100% of your money back. If you do like it and love it, you will get the opportunity to come and join my team for a free strategy call. During the call, we'll break down your goals, will ensure that the academy matches the alignment of what you're looking for, and we'll enroll you in the academy. Simple as that. The Sales Academy is a twelve-month program where we specialize in taking your sales to the next level.
Join us in the workshop to know what other outdated sales tips you need to know. Time to commit to your personal development! Register here.