Learn How To Build Trust:
The Key Ingredient To
Successful Selling On The Internet.

by Esther Smith

Organized crime aside, beating a prospect over the head is not a reasonable sales tactic. Years ago I was taught that in order to make a withdrawal, I first had to make a deposit; maybe many deposits -- depending on my immediate request.

This theory should apply to our sales and marketing strategies. When we make a sales call we want something -- and we want it even before the person says 'hello'. Script reading might have worked years ago but marketing today requires a deposit of trust-building strategies before you ask for their money.

Further, scripts come off in a business-language that seems to trigger the person you have on the phone with a big 'caution' sign. Their guard is up and their wallet is out of reach. Part of the problem is the fact that we lose something in a phone conversation: eye contact, body language, and facial expression. Our words are offered with minimal cues.

Trust begins with you. Build a dialogue. Let go of the idea that a sale can only happen if you control the conversation. Put your offer on hold and engage in conversation without assuming anything. I like the first   part of a phone call to be largely my prospect's voice, not mine. A few pointed questions can bring this about and humor will disarm a skeptic every time.

George Burns, the famous comedian once said, "The most important thing in life is sincerity - if you can fake that, you've got it made". It seems today, that most businesses are missing the joke.

The words "sales" and "trust" are not generally used in the same text. With good reason online buyers are skeptical, even cynical about being 'taken'. Buyers don't trust sellers because they fear sellers have only their own interests at heart. Trust-based selling sounds like an oxymoron and they have good reason to be suspicious.

Today, every business with a ticket price over $1000 needs to become a matchmaker between their product and the needs of their buyer. Their trust in your words will confirm your knowledge, skill or competency. This instills confidence and the absence of suspicion.

So, who are you... and can I trust you? These two questions underscore all business transactions; particularly in conducting business on the Internet where face-to-face interactions of the 'real world' are absent.

People do business with people. Help your prospects get to know and trust you by letting your passion and personality come across in your conversation, as well as your professionalism. Communication isn't the only ingredient for developing trust, but it is a critical one.

Exuding trust can be learned, and when consistently a part of your communication, will measurably increase your influence in all your sales as well as other aspects of your life.

Alvin Toffler, Author of "The Third Wave" said... "The illiterate of the 21st century will not be those who cannot read and write but those who cannot learn, unlearn, and relearn."

© 2005 Esther Smith

You can’t get back your hours but you can stop giving up more of them.  Start young, retire early.

Download My Free eBook Now
"Invitation To Internet Success"
Be sure to bring your party pants!

This invitation is extended to the 95% who have failed to find any real wealth on the Internet. All of your efforts have been a long line of dream stealers and the road has been tough, I know. Solo all the way and more often than not, the training you were promised was in poverty and patience.

But bless you – you’re one of the few people who is willing to do more, be more and get more out of life. You hang on to the belief that it can’t be all Internet lies because you’ve seen too many success stories. Like me, you get A+ for persistence!

If you’ve been caught in mere existence and true wealth has existed only in your imagination, everything is about to change. We will use a sort of “Velveteen Rabbit” principal; a guide to becoming real. To do this you must break out of the time-for-money trap because linear money (pay earned for hours worked) will never make you wealthy.

Stay close beside me as we do some me-and-you marketing and make yourself some really, really awesome income. We’ll do all the hard work upfront, and then as we move into leveraged income I’ll teach you how to coast.

Leveraged income is like remote control and you will clearly see how easy it is to make money work for you. This knowledge is no different than learning to ride a bike, or use a keyboard – once learned it is yours. You own the knowledge. No one can take it from you. Period.

This time you will do everything right.

This time you will have a plan, a clear view of
success and how to get there.

This is your "Invitation to Internet Success." 

This time you will join the 5%
all wearing party pants!

Esther Smith
Author/Publisher of "The Permanent Venture"

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