As a salesperson or marketer, have you ever been compared to a “used car dealer” or a “snake oil peddler”? It’s an unfortunate – and very inaccurate – classification for most of us, but it’s a perception that does sometimes exist. And that, in turn, can create an initial barrier with your prospects and future customers. Assuming you’re selling a great product, establishing trust is one of the most important factors to building a relationship and closing that deal. With that in mind, this month’s issue to the ZoomInformer focuses on ways to build mutual respect during the sales process.
This month’s newsletter also provides me the opportunity to officially introduce myself to you. I recently joined ZoomInfo as the vice president and general manager of ZoomInfo’s sales intelligence business (check out my ZoomInfo profile if you’re interested in my background).
My goal is to help you increase your sales efficiency and success by ensuring that ZoomInfo provides the best, most comprehensive business information you need when building your sales pipeline. To that end, I’m very interested in hearing feedback about our products, including what helps you and what you’d like to see in the future. You can contact me directly at terry@zoominfo.com with any questions, comments and, of course, praise for our PowerSell and ZoomExec products. Or, if you haven’t seen these products in action … sign up for a demo and free trial today and then send me your feedback.
I look forward to working with you all…
Chip Terry - ZoomInfo Profile
VP and GM, Sales Intelligence
The Trust Factor
By Kelley Robertson - ZoomInfo Profile
Trust is an important issue when it comes to selling. It doesn’t matter what you sell or to whom. It makes no difference if you sell business-to-consumer, B2B, or work in a retail setting. Trust is the foundation of virtually every sale.
Have you ever bought anything from someone you didn’t trust? In all likelihood, you probably haven’t.
Yet, it never ceases to amaze me how many sales people will stretch the truth, mislead the customer, misrepresent their company, product, or service, or even deliberately lie in order to capture a sale. While this may work once or twice, most people won’t fall for this approach again. In the long run, you might win the battle but you will lose the war.
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