{"id":8024,"date":"2019-04-18T11:32:47","date_gmt":"2019-04-18T11:32:47","guid":{"rendered":"https:\/\/www.gosquared.com\/blog\/?p=8024"},"modified":"2019-11-28T10:34:59","modified_gmt":"2019-11-28T10:34:59","slug":"qualifying-leads-with-data-trust","status":"publish","type":"post","link":"https:\/\/www.gosquared.com\/blog\/qualifying-leads-with-data-trust","title":{"rendered":"Qualifying leads with data builds trust faster"},"content":{"rendered":"

\"building<\/p>\n

A study from the Harvard Business Review<\/a> found that the number one reason salespeople don\u2019t close deals is because they aren\u2019t trusted by a prospect. <\/p>\n

The report shows how salespeople can be broken down into four different types: <\/p>\n

    \n
  1. Someone who is trying to sell something, <\/li>\n
  2. A supplier with whom they do business, <\/li>\n
  3. A strategic partner who is important to their business, <\/li>\n
  4. Or a trusted adviser<\/strong> whose advice is followed. <\/li>\n<\/ol>\n

    Out of these choices, it’s pretty clear that you want to be a trusted adviser. They enjoy the best advantages over the competing salespeople and this position helps you to build relationships, not just deals. <\/p>\n

    Gaining this trust is an important part of the sales process, and there aren\u2019t any shortcuts. <\/p>\n

    But you can change the position you\u2019re starting from. <\/p>\n

    Build trust from the outset<\/h2>\n

    \"building<\/p>\n

    Trust is established from the very first contact you have with a prospect. It’s easily lost and nearly impossible to gain back. <\/p>\n

    However, the first interaction between a prospect and a salesperson is usually met with conflicting objectives. A prospect’s only concern, at first, is if your product or solution can solve their problem. A salesperson\u2019s main objective is qualifying them as a lead. <\/p>\n

    Of course, ensuring that their product or solution can solve a prospect’s pain point should be their main qualifying criteria but in reality, they\u2019ll have other criteria to qualify too. Just look at the common BANT qualification criteria:<\/p>\n