Have you ever wondered why many of your Prospects are Skeptical and don’t seem to Trust you?
I’d like you to go back to 2008. Where were you? What was going on in your mind at that time? Remember this was the time the economy was tanking, big banks were going under, the stock market was crashing, the housing bubble burst, it seemed like the world was coming to an end remember?
The brilliant author Michael Maslansky says it best in his best-selling book: The Language of Trust: Selling Ideas in a World of Skeptics.
“Imagine for a moment, a controversial foreign war, has been dragging on for 5 years, costing the tax payer billions and billions of dollars and thousands of innocent citizens and American troop’s lives are lost.”
“Imagine an America where half the people distrust and completely resent the Current President (W Bush) and the other half distrust and resent the Sen. from Illinois who is about to replace him (President Obama)”
“Imagine an America where Corporate CEO’s from Major Companies so detached from the American people that they take Private Jets to Congressional Hearings to try and get Taxpayer Bailouts in the BILLIONS.”
“Imagine the world’s Largest Banks and Investment Firms on Wall Street casually and without any regard gambling away people’s entire lives savings just to get a Higher Quarterly Bonus”
“Imagine some of the most trusted political, business, economic, and community leaders in the country exposed as liars and cheats.”
Welcome to America in 2008, the year TRUST finally died in America!
And yes that is a BOLD statement from Maslansky but based on his years of research from public relation firms, with leaders of Financial firms, Fortune 500 companies, sales professionals, CEO’s, politicians and even charities, 2008 was when the decades long erosion of trust finally hit its Breaking Point.
Everything has now changed for you, the salesperson and communicator.
So, what does all this mean to you as the salesperson?
Well, the Consequences are very clear.
Whether you work for a: Pharmaceutical company, or a beverage company, sell software, real estate, network marketing, insurance products, financial services, raising capital, recruiting, selling cars, advertising, personal coaching services, you name it the bar for credible communications has been raised through the roof.
Gone are the days for salespeople where you could just pick up your phone and call a company and they would take your call and want to listen to you, gone are the days where you can sell your benefits, features, tell your Story, give Presentations, assume the sale, talk down your competitors, gone are the days you could just sell anything.
Those were the days of Boiler Room Communication like you saw on the Wolf on Wall Street where you could manipulate and push your prospects into buying from you.
Realize your prospects and for that matter all of us now live in a 24/7, 300 plus channel, always connected, online world where countless companies and salespeople are trying to sell us something all of the time and compete for our attention and our money.
Thanks to these modern day technology feats, modern day salespeople not only have a higher burden of credibility, but far less time to build it.
When you stir all of these things together with factors ranging from more information, to complex products, and you have the new, digitally fueled modern day skeptic. You have America in the PTE.
Consumers look at you the salesperson very different than they did in decades past.
For better or worse consumers now look at you the salesperson much like the prototypical used car salesperson.
Have you noticed that they challenge your credibility before they even listen to what you have to say?
Have you noticed they look for contradictions instead of reasons to believe you?
They assume from the very Beginning that you are out to get them, to manipulate them into doing something they don’t want to do.
And as a result the same “old traditional selling techniques” that you have probably been taught and that you might be using are not getting your message across and they simply are not very effective anymore in the Post Trust Era if you want to be in the Top 1% of your industry as a salesperson.
Can I make a suggestion to you? Have you considered that no matter your industry, no matter what you sell, this shift in America’s level of Trust should possibly reshape the way you communicate and think you have to communicate with your potential customers at every level in the sales conversation?
This is not just a Blip on the screen. This is not going away. This is a complete transformation of TRUST.
Maslansky says it best —“We now are selling in what’s been called the Post Trust Era or the PTE”
So, whether you’re selling an idea, a product, a service, a candidate (if you’re a politician), or selling yourself, the “just trust me” pitch isn’t enough anymore.
In fact, the more you try to convey to your potential customer that you’re better, safer, you’ve got the best price, your smarter than your competition, the less likely they will trust you or believe in you.
Because doesn’t every salesperson say those same exact things? Could it be the reasons why you keep struggling, and banging your head against the wall in selling is because your prospects simply don’t trust you?
Once I broke the “Traditional Selling Techniques” that are taught by the “Old Sales Gurus” and learned how to sell in the Post Trust Era we live in today, my income went from about $300k a year to over $2.4 Million a year as a Salesperson selling the exact same thing, which is almost a 1000% increase…
If you are Tired of LOSING so many sales and want to discover how to communicate and sell in the “Post Trust Era” you can download my FREE resource below.
Be the Best,
Jeremy Miner is an internationally recognized sales trainer who has taught thousands of people how to go from just getting average results in selling to becoming a Top 1% earner in their sales industry. Over the years, Jeremy has been asked by thousands of salespeople to train them on how to eliminate rejection, how to connect with their prospects, how to cold call, how to overcome their prospects objections/concerns, and finally how to close more sales without being a pushy, sleazy, disrespected salesperson and learn how to be viewed as the Trusted Authority in their entire market.