The document discusses the importance of building trust when selling, emphasizing that even the best pitches and handling of objections fail without it. It suggests selling on three levels—yourself as a salesperson, the company, and the product—while addressing potential doubts and fostering positive memories to alleviate concerns. The piece concludes by offering a link for further reading on transforming doubt into trust.

1. How To Sell To “Non-Believers” TURNING DOUBT INTO TRUST

2. GOT TRUST?

3. GOT TRUST?
Many founders & sales people do a great job

4. GOT TRUST?
Many founders & sales people do a great job
• pitching their product,
• handling objections,
• qualifying prospects...

5. GOT TRUST?
Many founders & sales people do a great job
• pitching their product,
• handling objections,
• qualifying prospects... … but fail to build trust.

6. GOT TRUST?
Many founders & sales people do a great job
• pitching their product,
• handling objections,
• qualifying prospects... … but fail to build trust.

7. GOT TRUST?
Many founders & sales people do a great job
• pitching their product,
• handling objections,
• qualifying prospects... … but fail to build trust.

8. FACTS? LOL!
If you don't have trust,

9. FACTS? LOL!
If you don't have trust, everything else is worthless.

10. FACTS? LOL!
If you don't have trust, everything else is worthless.
Many think that numbers, data & "proof" is enough to establish credibility,

11. FACTS? LOL!
If you don't have trust, everything else is worthless. Many think that numbers, data & "proof" is enough to establish credibility, and then wonder why prospects STILL don't believe.

12. ir·ra·tion·al
What they fail to see is how much

13. ir·ra·tion·al
What they fail to see is how much emotion & irrationality

14. ir·ra·tion·al
What they fail to see is how much emotion & irrationality is involved in closing a deal.

15. ir·ra·tion·al
What they fail to see is how much emotion & irrationality is involved in closing a deal. Even in B2B transcactions & enterprise deals!

16. THE FIX?
So here's what you do…

17. THE FIX?
So here's what you do… you sell on 3 levels:

18. THE FIX?
So here's what you do… you sell on 3 levels:
1.you yourself, the sales person

19. THE FIX?
So here's what you do… you sell on 3 levels:
1.you yourself, the sales person
2.the company

20. THE FIX?
So here's what you do… you sell on 3 levels:
1.you yourself, the sales person
2.the company
3.the product

21. CATHARSIS
Next, you have to address the

22. CATHARSIS
Next, you have to address the elephant in the room

23. CATHARSIS
Next, you have to address the elephant in the room and give them an opportunity to express their concerns

24. CATHARSIS
Next, you have to address the elephant in the room and give them an opportunity to express their concerns & comfort them.

25. MEMORIES
Then you make them recall

26. MEMORIES
Then you make them recall positive buying experiences

27. MEMORIES
Then you make them recall positive buying experiences where overcoming their doubts led to a good outcome,

28. MEMORIES
Then you make them recall positive buying experiences where overcoming their doubts led to a good outcome, just as a final injection of courage.

29. WANT MORE?
http://blog.close.io/turn-doubt-into-trust
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