In a competitive marketplace prospects expect great value from a sales person who is working to earn their business. Though they may vary, all of the characteristics that prospects expect from you are driven by prospects’ need to feel reassured about the future with you and your offering. To provide this reassurance, you should work to demonstrate the following five qualities that prospects expect to see before signing on with you.
Honesty is the backbone of successful sales relationships. Granted, not all prospects anticipate honesty - which makes honesty as a concrete policy so much more effective for sales people who are willing to adopt it. Especially if a prospect is skeptical about the value of an offering, it is important to be honest when working to build value and overcome objections. Be straight with your prospects about what they can expect, and be rewarded with repeat business and referrals.