Guest post by Tim Brown and Dan Streeter.
Make no mistake; the world of sales is changing. Technology seems to be driving the sales vehicle in today’s society, but it’s the old school, tried and true, consultative techniques that separate the good from the great sales professional. When we discuss old school techniques, we reminisce on our old school heroes such as Zig Ziglar, Harvey McKay, and Dale Carnegie who taught the world a few fundamental rules of sales, which can be encapsulated primarily by this one statement, which will always be true: People buy from people they like and trust.
As painstakingly obvious as that cardinal rule of sales is, there’s a diamond hard kernel of truth inside it that many salespeople overlook. The ability to cultivate and sustain trust with people is the X factor that the best sales professionals rely upon to consistently excel at what they do. Trust is a sales professional’s most valuable currency.
Here are five old school techniques to master, which will help you to build trust: