Carnegie knew that the best way to bond with someone is to emphasize, and keep emphasizing, the things you agree on. The idea is that both the seller and the prospect want the same thing. The only difference is how you mean to get there. On your next sales call, practice finding a point of agreement within the first couple minutes, and anchoring the rest of your conversation to that resounding yes.
5. Compete on trust, not price
Eighty-seven percent of business buyers expect sales reps to act as trusted advisors. They don’t want discounts. They want outcomes. To make your sales approach about outcomes, focus on building trust. “It’s the big things, and the little things,” said Brittany Schmid, President of Dale Carnegie Los Angeles, San Diego, Bay Area, and Sacramento.
She added, “Letting the little things slide can be a costly afghanistan phone number list mistake. One client said they chose me because I always responded to their emails quickly. This means there’s someone out there who lost a deal because they let an email sit for too long. The details add up. Create polished presentations, follow up on meetings with helpful notes and next steps, and check in to see how your customer is doing. That’s how you build trust.