Them or Me?
I hosted a round table with veteran salespeople on building trust while qualifying prospects. I had to interrupt.
Their questions were all about them — what they needed. Me-oriented questions. That’s backwards, and because it’s backwards, it reduces trust.
Them-oriented questions sound different: What do you hope to accomplish? What’s your vision of success? How will you know when you’ve arrived?
When you truly listen, you demonstrate that you care about them as a person — and people trust you when they know you care. You earn their respect. You gain personal credibility. They learn that you can be trusted.
Don’t ask a question before it’s time. Make it about them.
The gap between where you are and where you want to be is real. So is the path to closing it. If you're ready to do something about it, we'd like to talk.
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