“The more people in our conversations with our customers the more uncomfortable for the customer would be.” – Pablo Escobar de la Oliva in today’s Tip 943
How can you generate trust for your new team or new members?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Pablo is self introducing, so I’m just going to let him take it from here:
Pablo Escobar de la Oliva: Hi Daily Sales Tips Community, this is Pablo Escobar de la Oliva, co-author of Teams Win Championships, and today I want to talk about Trust in our teams. This is a very special topic we cover in our book from different angles.
Sales tip for today is to help you answer this question: How can we generate trust at first place in our new teams or to the new people we’ve just onboarded?
Some people may say.. let’s get them into real action to start getting trust on themselves, they need to learn, to understand the business and our sales methods.. but bringing them to customers conversations if they don’t add value and are there just for listening or learning that is not recommended,.. the more people in our conversations with our customers the more uncomfortable for the customer would be-. How would they feel If we bring a bunch of new people just listening to both of you talking each other?
Now, After our research and our interviews we did for the book we come up to the point that trust comes from commitment, at least in a high percentage. So what can we do then to generate trust amongst each other without putting them in front of customers yet? Here is the tip:
The most experienced team members can prepare and let the newbies to participate into Role-plays within your business context.. this can be team dry-runs, vision, mission, and values review from team genesis, elevator pitch practicing, you probably can get your own ideas, the important thing is they practice on real-stuff and they present it to the rest of the team members.
We got some sales leaders interviews explaining how selling yourself to your team will establish the initial connections to generate trust.. so with this, they will know each other capabilities and capacities.. so individually they will know how and where they can interrupt each other to help on the sales pitch to be dynamic and engaging
This is crucial for their combined conversations with your customers and for the eventual success of the sales teams.
Now, go and prepare properly your new team members to be successful, and check our book for knowing how to create, lead and contribute to high-performing sales teams. Remember: players win games but teams win championships. Thanks for listening and happy selling.
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!