Trust is one of the most important concepts in sales and you cannot get anywhere without it. With other relationships in our lives, trust is gained over months or years, but in sales, how do you form that bond in just an hour or so with a complete stranger?<\/p>\n
Coach Andrew DiDonato said that trust = ability + intent. It\u2019s true that you need at least some ability to get to know your customer and you need the right intent to do so. You might ask yourself, \u201cwhat other intent could I have besides selling to this customer?\u201d Well, in order to develop trust and successfully sell to your client, you need to be interested in them and focused on getting to know them better. Simply wanting to form a relationship with someone else can easily show trust and it shows that you want to keep a relationship going in the future. Getting to know your customer can include doing some pre-call analysis of their company and asking the right questions during the sales call. These questions can include starting the conversation with \u201ctell me where you\u2019re from,\u201d and during the conversation saying things like, \u201ctell me more,\u201d \u201cwhat do you mean,\u201d and other things that show you care about what the customer is saying. It\u2019s also important to not feign interest or try and use sales \u201ctechniques.\u201d As humans we have the ability to tell when someone doesn\u2019t care or is just trying to get something out of us. As soon as they walk in the door, buyers are immediately asking themselves, \u201cdo I like this person?\u201d and \u201ccan I trust them?\u201d Find points of connection in the conversation and building trust will be a lot easier.<\/p>\n
Another method you can use to develop trust with a customer is to attune yourself to them and what they are saying. Use the 70\/30 rule of listening and talking and make sure your customer is being heard. You can attune yourself to your customer by reducing your own power so that the client feels like you are not taking over the conversation. Remember that every sales call is a two-way street! Even subtly mimicking body language can convey that you are like them and trustworthy. Finally, no mind reading! You never know what someone is thinking until they say it out loud, so only go off of what your client is saying. Do not misread between the lines and be careful of assumptive statements. Always ask what your customer means, and this will show that you really care about them.<\/p>\n
With these tools, you can build a solid relationship with your customer so both of you can walk away with a smile on your face.<\/p>\n","protected":false},"excerpt":{"rendered":"
Trust is one of the most important concepts in sales and you cannot get anywhere without it. With other relationships in our lives, trust is gained over months or years, but in sales, how do you form that bond in just an hour or so with a complete stranger? Coach Andrew DiDonato said that trust […]<\/p>\n","protected":false},"author":830,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[33,166,23,2,163],"tags":[],"class_list":["post-9087","post","type-post","status-publish","format-standard","hentry","category-dos-and-donts","category-sales-experience","category-sales-process","category-sales-tips","category-trust"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/9087","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/830"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=9087"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/9087\/revisions"}],"predecessor-version":[{"id":9088,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/9087\/revisions\/9088"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=9087"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=9087"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=9087"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}