Matthew 15:8

Matthew 15:8

"This people honors me with their lips, but their heart is far from me."

Christian Based Selling:

Lip service does not go far with God.  As Christian's we need to examine our heart to ensure our devotion is connected and genuine.

I approach all my client conversations with the intent to help them determine if they have a problem they need to do something about.  If through my qualification process I discover that my contact has not reached a decision to take action, then I can help them think through the pros and cons of that investment.  My approach is to understand the impact of the problem AND what is the priority of that problem in the context of other challenges.  Then I share a generic range of the scope of work in terms of time, effort and cost to solve the problem.  My genuine goal within my heart is simply to help this executive to decide if they need to take action at this time or at all.  

I recognize that this qualification process is mutually beneficial.  I have a better idea whether or not the opportunity will lead to a deal.  The client recognizes, however, that rather than just try to convince her to buy my solution, I led her through a thoughtful dialogue to help determine if investment does or does not make sense.  The key is that you are just as willing to advise against as you are for an investment.  

We are selling trust and we must earn that trust by being honest and genuine in our interactions with prospective clients.  

How do you establish trust with prospective clients?