Setting Confidentiality Motivates Clients To Share More

Salespeople need information. Not any information, the right information. And the right information is defined by information that will move the sales process forward to its natural conclusion; the sale.

In some instances, especially when you're calling on someone for the first time, prospects may be reluctant to answer any questions as they relate to their company or themselves. After all, in most cases they don't even know who you are! Therefore, consider setting the stage for confidentiality by making the following statement before moving into your needs analysis and asking them the questions needed to gather the essential information that would determine whether or not it makes sense to pursue this prospect and create a selling opportunity.

"Mr. Prospect, I want you to know that, regardless of whether or not you become one of my valued clients, please know that as with all of my clients, everything we talk about will always be held in the strictest of confidence."

Why set confidentiality?

1. Your competition isn't. Therefore, it becomes another opportunity to separate yourself from your competitors, creating for you another well needed edge.
2. You're reconfirming something that, while confidentiality may be "Assumed" (never assume!) establishing this space of confidentiality will make them even more comfortable talking with you, now that they know you are being sensitive to their needs as well as to the information they share with you.
3. Most of the time, you'll here, "Thanks for that. It's appreciated."
4. You are creating a safe place to exchange information and ideas. The safer the space is that you are talking in, the more critical information you'll be able to gather from each person you talk with; information that your competitors are not able to get.
5. Now, you can even ask those tougher questions that need to be asked (regarding budget, timing, decision making process, etc.) which salespeople are often reluctant to ask because they don´t have permission to do so!