As a Sales representative, it is your primary role to help your prospect with his Buying process. And besides that, you also have to guide him through your Sales process. For opportunities, it is pleasant to have someone who is in the lead. And the best lead is a so-called Powerlead. With the Powerlead, every conversation starts with a positive, optimistic and inspiring tone.
Do you want to know more about the Powerlead? Read the book: Learned Optimism: How to change your mind and your life of Martin E.P. Seligman.
After this positive start, you have to build trust. Trust is something that you have to earn. You earn the first bit of confidence by taking the lead. They trust you that you will guide them through the process. That is the start of building trust.
Another way to build trust is by asking interesting questions that fit within the customer’s perspective. The prospect wants to have a broad and interactive conversation with its supplier. By discussing this overall vision of the problem, the opportunity can clarify which are the most relevant matters. If you start with the right questions, the prospect will see you as the leader of the process. And again, you gain trust as a reward.