[EP.23] How to Build Trust & Create an Authentic Connection with your Prospects with Galem Girmay

How to Build Trust & Create an Authentic Connection with your Prospects

What does trust look like in a digital world?

In a time when authenticity is rarer than ever, how can salespeople start authentic conversations that lead to authentic connections?

Named one of Salesforce’s Game-Changing Sales Influencers You Should Be Following in 2022, Galem Girmay is the co-founder of RevGenius and has built her brand around starting meaningful sales conversations. 

In today’s episode of The Influential Communicator, Galem explores the role trust plays in the prospect to salesperson relationship, identifies ways to forge more authentic bonds with prospects, explores how to tell you’ve made a genuine connection and talks about the number one mistake salespeople keep making when trying to build rapport (hint: don’t be a creep). 

According to Galem, making a meaningful human connection is one of the most impactful ways to land your next deal.

To hear more of Galem’s communication strategies, hit that play button!

What We Discuss:

• (03:55) How Galem’s childhood discipline helped shape her into the entrepreneur and sales expert she is today 
• (06:43) How Galem discovered her passion for sales
• (14:33) Galem’s idea of trust and what it means to her
• (18:26) How to establish trust in an online world without seeming spammy or insincere
• (20:06) The importance of connecting with prospects in a sincere and human way
• (25:47) Ways a salesperson can tell if they’re authentically connecting with their prospect
• (32:07) The biggest mistake Galem sees salespeople making today

Valuable Insights and Key Topics:

• When trying to make authentic connections, be more curious, be more interested in the other person and be more attentive.

• To establish trust, identify what you both relate to or have in common. Common ground is important – it helps both parties figure out whether the conversation is worth continuing.

• When you make a promise to somebody – especially a prospect – keep your promise. Call them back when you say you will. Follow up with the materials you offered. Keep your word, and trust follows.

3 Signs You’re Authentically Connecting with Prospects:

• They are paying attention to what you’re saying, engaging in the conversation and making eye contact.

• They are responding back thoughtfully. They’re not on their phones or looking around the room – their attention is on you.

• They’re not dismissing you – they’re asking questions, sharing their own stories and engaging with you as a human being

Useful Resources

Ravi Rajani

• https://www.theravirajani.com/podcast
• https://www.linkedin.com/in/ravirajani/
• https://www.tiktok.com/@theravirajani

Galem Girmay

• https://www.linkedin.com/in/galemgirmay/?originalSubdomain=uk
• https://www.instagram.com/galemgirmay/
• https://www.linkedin.com/company/revgenius/
• https://www.revgenius.com/