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Are You Putting Buyers on the Defensive?

Constructive Intent. Seller is thoughtful in delivering sensitive messages, giving feedback and challenging assumptions, is able to avoid putting buyers on the defensive. Seller's communication motives are not self-serving.

These 12 Dimensions of Trust represent the 12 ways a seller can build or erode trust with buyers. Each associated action creates a connection or causes a disconnection. Knowing about all 12 Dimensions of Trust empowers a seller who wants strong connections founded in trust. Not knowing leads to buyer mistrust and seller confusion. Missing out on this dimension of trust -- constructive intent -- can inadvertently lead to putting buyers on the defensive.

Constructive Intent“Seller shares sensitive messages without putting buyers on the defensive”

In an age of Challenger Selling and empowered buyers who are in a hurry, this dimension of trust gets sidelined as sellers scramble and take short-cuts in attempt to get through to buyers. Without meaning to, sellers can come across as insensitive because they haven’t learned what triggers defensiveness or emotional responses in their buyers. This can happen when questions are poorly sequenced, ill-conceived or badly crafted. It's important to understand how to craft questions so a seller's constructive intent is conveyed.

Questions asked to uncover past issues between the buyer and seller companies, pet peeves the buyer may have and preferred service protocols help a seller to be proactive and avoid causing unproductive buyer reactions.

Next Steps:
  • To learn more about DISCOVER Questions® and how to get connected in meaningful ways with your buyers, order your copy of this bestseller from Amazon.com
  • For more tools, resources and content about connecting with your buyers and advancing the sale, visit our website. You'll find lots of free webinars, infographics and podcasts.
  • For individual sales coaching, group sales training, bulk book orders, or other services and products, call us today at 408-779-PFPS or e-mail deb.calvert@peoplefirstps.com

This blog pocover for site 2015st features an excerpt from the best-seller "DISCOVER Questions® Get You Connected."  To learn more about how to connect with buyers and gain their trust, buy the full copy of this award-winning book from Amazon.com as a paperback or e-book. Author Deb Calvert is also available to speak at your next sales conference or to provide training for your sales team on how you can become the ONE seller that buyers actually WANT to talk to.



Topics: trust, 12 dimensions of trust, buyer relationships, CONNECT2SELL Blog

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