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The TRUST Selling Process

Written by: Zig Ziglar

Article Overview: The better prepared you are, the greater the chance for success. Preparation compensates for a lack of talent! The R is for “Relate,” which is building trust and rapport with the prospect. The focus in this step is on the prospect, not on you. This step is a continuous process. You should relate to the prospect through the entire process. You are continually establishing, building and maintaining trust and rapport.

The TRUST Selling Process

The better prepared you are, the greater the chance for success. Preparation compensates for a lack of talent! The R is for “Relate,” which is building trust and rapport with the prospect. The focus in this step is on the prospect, not on you. This step is a continuous process. You should relate to the prospect through the entire process. You are continually establishing, building and maintaining trust and rapport.

The U is for “Uncover the Needs.” The purpose of this step is to identify the real needs, issues and concerns. By focusing on the needs of the prospect, you discover the real problem(s). By gathering information, you become aware of the real need. By verifying this information to the prospect, you help him become aware of the real needs. The S is for “Sell the Solution,” where you present your recommendations customized with the prospect’s benefits. Once you have identified the real needs, issues and concerns, you must present your solution. This solution and the presentation of this solution must be done from the prospect’s point of view.

The T is “Take Action.” In other words, manage the objections and then close the sale. This is when you will enter into an ongoing relationship with the prospect. Once you have related with the prospect, uncovered a need and sold the solution, you must now gain commitment on the action to be taken. If you have worked through the entire process, this should be a natural end to the conversation and formalizing all the things you have discussed up to now. By using a process you always know where you are, which saves you time, keeps you on track and helps you be prepared for the next step.

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Article Tags: building trust, gathering information, objections, point of view, prospects, relationship



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Single mother business - Hi Evan, Every problem can be solved. Check these four 'T' points: 1. THINK that you are important. Therefore one can do anything one sets her mind to. This can be applied to many different types of businesses. Perhaps she has set her mind on a specific market. With the help of the internet one can explore avenues of possible area to fill the need. 2. TRUST yourself that you are able. It doesn't matter, if you make a mistake. You know your strength and weaknesses. Concentrate on strength, this is your potential. 3. TEAM-UP with somebody. Perhaps a friend, who has some experience in this. You can get good advice and encouragement. There are Nay-sayers out there, just ignore them. Look for positive and achievers These can be a great strength. Finally, 4. TIME for your children. When you have a routine set up, you can plan ahead to be with them. As they get older, they will understand the reason for you to work. Kindest Regards Beat "Unlock People's Potentials!"
Re: Email Marketing, Permission Based - I agree that a double-opt-in (i.e. confirmed opt-in) system of email marketing is the best method. Of course, having people confirm their subscription is no guarantee that they will read your email! Signing up subscribers is only the FIRST stage. The next thing you need to get is their TRUST, and the best way to "get" is not to "sell" but to "give"... - give freebies - give useful, valuable tips - get the subscribers to feel that opening your mail is something WORTH SPENDING TIME ON. Entertain them, make them laugh, but always give them something of value connected to the niche market that your newsletter deals with. - invite feedback - use the [[firstname]] tag, and don't be afraid to use it in the newsletter title field either! Cheers, David H
Re: Kevin's Case Study #10 - When to become an entrepreneur? - When the bug bite you. A lot of successful entrepreneurs started in their teens or at school. Selling sweets to fellow students or lemonade to firends in the neighbourhood.
Re: This is Marketing Warfare! - Hey GT, I guess this was from a while back, and it'll test your memory a bit but could you possibly elaborate on Unique Selling Proposition? Can you give us some examples of good USPs?
Blog pinging - Thanks Martin - yes, I do ping and it has been very effective. I'm currently on the first page of Google for Mastermind Group and on the second page for Selling to Small Business.


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