Last week Tracey and I attended a sales seminar hosted by Ari Galper from Unlock The Game.

He claims to be the World’s #1 Authority On Trust-Based Selling and having attended two of his seminars and listened to a number of his recordings I’d be happy to support that claim.

Ari’s basic premise is that you must overlay trust at every stage of your sales process so that you can build a relationship with the customer that allows an open and trusting dialogue. In turn, the typical ‘resistance’ that you come up against is diffused and you can work towards the truth; being whether the two of you are a ‘fit’ to work together or not.

We are conditioned to be hunters and go after the sale. Your boss tells you it’s a numbers game; try harder, close more deals. As a business owner your bank balance screams ‘what’s in the pipeline’ follow-up, check-in! We head out each day with all our product knowledge prepared to handle objections and face the inevitable rejections that come our way, all the while hoping to close at least one or two sales. Am I right?
Tracey and I are committed to innovation for both our own processes and so that we can share our learnings with our clients. Hence, sales training on a windy Tuesday night in Melbourne!

The 5 keys takeaways from last night were:

1. Sales is about connecting deeply 1 on 1
2. Diffuse objections rather than try to overcome them
3. Be a problem solver
4. Get to the truth first then show your competence
5. Work out whether you and your potential client are a FIT or not

In my experience, many businesses focus too much on the end of month numbers or results, rather than looking at the activities that create those results. Your CRM system should be delivering you information about each step of your sales process. I read a great blog article this morning about this very subject titled ‘The 4 Biggest Mistakes In Managing Your Sales Funnel.’

Mistake #4 was “Not Measuring Each Stage of Your Sales Funnel.” They point out that managing your sales process needs to be a part of an ongoing effort to understand where your challenges are coming from, which parts of the process need to improve, and constantly coaching your sales team to improve their skills at each stage. It’s only through review and making adjustments that you will start to see a better result at the end of the month.

Do you have any thoughts on trust based selling? We’d love you to share them with us below…