Instant Trust!

In IT Sales, it is all about getting your prospects to take another action with you. But what happens if you’ve just met your prospect, their is no history, they don’t know you have this inherent trustworthiness, there’s no time to establish credibility or trustworthiness. What do you do?

Well, there is one very powerful tool you can use and this is the use of the POWER word ‘BUT’. Your prospects will be looking for the pro’s and con’s of what you have to say, but if you acknowledge a minor flaw or fault, they will realise you can be trusted in delivering information (the very fact that you have seen the minor issue for their company will also build their perception of your knowledge). From that moment, people then listen differently to the next thing you say. They open their ears and minds…

So you mention a minor weakness or drawback in the case that you are making…say BUT (with emphasis)… and then deliver your strongest element of this case you are making.

This is your power moment – use it!

The word BUT will negate the first part of the sentence, open their minds, and then you deliver the strongest argument. Your listener will feel the impact and you will be building trust and delivering your material optimally… 

E.G. I can see “X” being a slight drawback, BUT, you will be able to save 20% each and every month by using this solution. 

Now go and use this material!!

Cheers, Tom