In the spirit of full disclosure, the idea/phrase of BLT (Believability-Likeability-Trustability) is NOT MINE. I would like to attribute the Originator /Author, but I researched the topic and was unsuccessful in finding the source. I was drawn to this quote/concept and truly believe with every fiber of my sales being that establishing Believability, Likeability & Trustability with prospects and client precedes any and all sales activities.

How about this 60’s quote – “Birds of a Feather Flock Together.” You have probably heard this at some point and time in your life. And it’s so true. People like to be around those that share their likes, beliefs, and trust. This has been true for centuries. So as the latest “Sales Gurus” preach their latest “success mantras & strategies” to achieve sales nirvana, let’s not lose sight of what has and does work in establishing a strong and authentic relationship with a new prospect or customer – establishing BLT!

When I think of BLT it brings me back to a book I read in the early 90’s, – “Contact The First 4 Minutes” written by Leonard & Natalie Zunin. The basic premise of the book is that in four minutes, you will know if the person you are talking to is someone you’re interested in. Their research suggests that it only takes about four minutes to decide and how to make an indelible impression the other person. Contact: The First Four Minutes shows you how to make that impression a positive one and to develop the skills necessary to make you an interesting conversationalist. Some of the skills you will develop are: understand confusing signals, develop the art of the compliment, project your personality while evaluating the potential of strangers and use rejection to reach the next step.

This book in an incredible resource and can help sales rookies and professionals to acquire the skills that are necessary to establishing BLT! I highly recommend the book. The information is as germane today as is was 255 years ago.

Prospects and customers really want to believe, like and trust you the sales professional. If you have their best interests at heart and go the extra mile for them they will help you succeed. So don’t forget to bring some BLT on your next sales call! Your prospects and clients are hungry for one!

Remember, believability, likeability, and trust all start with keeping your customers interests at heart and going the extra mile!

Happy Selling!