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I always start my sales training courses by finding out what the delegates want to achieve. Just recently I was holding an introductory sales training course and the delegates all confirmed that they wanted to lose the ‘embarrassment’ of selling. It’s hard to think of any other career that people want to go into but are embarrassed of actually doing so?? Why the embarrassment? The delegates confirmed that it is the poor reputation that sales people enjoy. This slide deck looks at why this is so, and what we can do to fix it.
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Are sales people always
tossers? Or just on
pancake day…
By Alistair McQuade
A Group of Salespeople is Called..?
An ‘Aftershave’ of Salespeople
One End of the Spectrum
The least trusted sales people are car sales people followed closely by insurance sales
people.
T= Trust
C = Credibility
R = Reliability
I = Intimacy
S = Self-orientation
Becoming a Trusted Advisor
Trusted Advisor (Maister, Green and Galford, Free Press, 2000)
________T = C+R+I
S
Trust Equation
Reducing Buyer Trust
The presence of self-interest on the seller’s
side is almost guaranteed to put a cold war freeze on relations between buyer and seller.
The Two Reasons Why Trust is Reducing
1) Turnover of sales staff e.g.• 87% in insurance* • 42% in car dealerships
2) Lack of sales training
*The Trust Project, by David J Kurlan
Conclusion
• Building trust is hard to do but easily lost. • Retaining good sales people and training them
well, will help to ensure that your most prized assets, your customers, continue to trust you and keep coming back for more.
Are sales people always
tossers? Or just on
pancake day…
By Alistair McQuade
Are sales people tossers?
Celebrating pancake day…
www.salestrong.co.uk
