Influence your prospects with this key strategy. In a podcast titled, Does how many you serve equal how much you make? presented by Ziglar, Inc., Bob Burg reminds us, “Influence [is] the ability, on a very basic level… to move a person toward a desired action.” Now, learning how to influence your prospects can be simple if you realize another statement Burg stands by in this podcast, “Selling by definition is simply discovering what somebody needs, wants or desires and helping them to get it.” So, therefore, to influence your prospects you need to figure out their desires and prove to them that what you are selling to them will help them reach those goals.
How do we do this? Building trust.
“Trust is at the root and source of your influence.” If your prospect trusts you, you will be able to influence your prospect. People understand authenticity. People understand when you are just trying to take their money and don’t genuinely care about their well being, about their desires or about their needs. Therefore, for people to actually trust you, you must be giving them good reason to trust you. “Without that trust, nothing is going to happen.”
To build trust, all you need to do is be genuine and act with authenticity. If you are genuine, you will take an interest in your prospect. You will try to understand their needs and their desires and their wants so that you can correctly supply them with a product or service that will satisfy that need. When they realize that you are making a genuinely authentic attempt to understand their situation and provide them with something that will better their situation, you will be able to influence your prospects because they will understand that you have their best interests at heart.