Risk vs trust
When the salesman says ‘Trust me’ during his sales pitch, then it is probably time to start wondering what he tries to hide or why he is getting desperate.
Why should he ask the buyer to trust him?
He has probably run out of convincing reasons to buy his products or services.
The function of a salesman is to remove or reduce the risks involved in any B2B purchase decision, but that isn’t obtained by saying ‘Trust me’ as that is founded on nothing tangible. It might just increase the perceived level of risk.
The trust in a salesman can only come from convincing reasons (rational) or from many years doing business with him (continuity).
Still each time you trust a salesman you should look or investigate into the changes that have or are occurring in the industry, business or business climate. Changes that have an impact on the quality or the competitiveness of his products or services.
When the salesman asks for trust is it really to help you ? Or is it to achieve his sales target for the quarter in order to get his commission ? What is his real goal: trust or selling ?
The perception in the sales process is important.
How many salesmen do you trust ?
Which salesmen do you trust ?