Authenticity – your secret sales weapon. It's incredible how being genuine not only elevates sales but transforms relationships. Research reveals that prioritizing authenticity can boost enrollments and sales closures by a remarkable 40%. Impressive, right? Today, we embark on a journey into trust and authenticity in sales, as I unveil the most revolutionary approach to redefine your sales game.

Imagine the typical sales scenario: the consultative sales pyramid, a routine of superficial rapport, qualifying questions, pitching, and the inevitable push for a sale. Exhausting, isn't it? Well, here's the antidote – the T.R.U.S.T Method, flipping the pyramid to prioritize trust and authenticity.

If you want to learn more about this revolutionary approach and unlock your sales potential, I encourage you to check out this valuable resource: 33 Powerful Sales Questions to Close More Deals Faster

Step #1: Shift Your Focus

The first step is critical. You must shift your focus from your needs to those of your prospect. It's all about dumping your preoccupations into a mental box and creating space for creativity to understand your prospect's needs. Your mindset, my friends, accounts for a whopping 80% of your ability to enroll.

Step #2: Establish Rapport

Now, let's establish rapport. Did you know that 45% of the sale is won through your ability to earn your client's trust and respect? Yes, it's true! When your prospect believes you have their best interests in mind, rapport is established. That's the magic moment we're hunting for during our sales breakdown sessions.

Step #3: Diagnose Needs

Diagnosing needs is worlds apart from simple qualifying questions. 25% of your sale hinges on your ability to uncover your prospect's true needs, even when they think they want something else. It's like being a doctor – you must diagnose correctly before prescribing. Our profession often falls into the trap of not diagnosing needs, leading to what I call "sales malpractice."

Step #4: Build Value

Now, instead of a pitch, we focus on building value. It's about tying the results and expected outcomes of your product or service to your prospect's most critical needs. This is a game-changer because it takes your sales pitch to a whole new level.

Step #5: Create Buy-In

My personal favorite step is creating buy-in. This is where you earn the right to understand where you stand in the sale. When your prospect can articulate in their own words why they must move forward, guess what? You've achieved enrollment! No more closing or selling. They're onboard because they see the value.

Step #6: Handle Objections

Now, instead of overcoming objections, we handle them together in partnership. Handling objections is a joint effort, not something done to your prospect. It's all about exploring through questions and resolving any concerns that may arise.

So there you have it, the T.R.U.S.T Method, a revolutionary approach to sales that focuses on trust, rapport, authentic needs discovery, and creating value. Say goodbye to old-school selling and hello to a more genuine, effective way of enrolling clients. Remember, sales isn't about manipulation; it's about building relationships and helping your prospects achieve their goals.