Family-Owned Business: Are You a Trust Builder?

Family-Owned Business: Are You a Trust Builder?

The definition of trust is “the firm belief in the reliability, truth, ability, or strength of someone or something.” Most people will tell you that building trust, respect and integrity is key to success in business. But how do you do that? How do you get someone you just met or just got on the phone to trust you?

There are a couple of key components to any conversation in a selling situation that needs to happen. Now let’s face it, every conversation is a selling situation. Some of you are reading this and saying to yourself, but I don’t sell! Well, yes, yes you do. You may not be selling a product or service, but you are selling someone on yourself. You are wanting the other person to be a client, a prospect, a friend, a referral partner, a business partner or even a potential life partner! You even have to sell your children on to ideas, right? 🙂

First, we need is a strong buying atmosphere. Just a quick statement that releases the pressure. It could be something so simple like this, “Mike, if this is something that you might be interested in great and if it’s not a fit, no worries. You can tell me no. Is that fair?”

The second thing we need to build trust is some great connections. Referrals! Are there people you have in common? Talk about them and how you each know them. Having people who refer you in, or people that you know in common gives you creditability.

The third component of building trust is to ask QUESTIONS. The best salespeople in the world are great at asking questions and just LISTENING most of the conversation. Are you a great listener or do you talk 70% of the time? At Southwestern Consulting, we teach a 5 Step Introduction, but at the heart of this conversation is asking a series of questions we call CLASP. Find out their current situation, what do they like about their current situation, what would they change or alter, who’s all the decision-makers that you would need to connect with. Finally, paint the picture (using an If/Then Close) on how if you can do the things they love, change what needs to be changed and ask if that’s something they’d be interested in.

The final aspect you need to build trust is, to be honest, and have integrity. You can do this in a multitude of ways including tell the truth, admit when you don’t know something, admit when we do something wrong, be committed to doing what you say you are going to do, explain your thought process or the process of what you are doing.

If you are leading a family-owned business and know you may need some extra coaching to get your business to soar, CONTACT ME.

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