Trust is the absolute confidence in another person. Building trust is a process that continues throughout the sales. The more buyers trust you the more likely the sale. The keys to building the high trust include:
First Impression
The first sale is you
What your buyer’s mind processes in the first two seconds of meeting you is so vivid, that it takes another four minutes to add another 50% to the first impression. To make a great impression:
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Be on time
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Smile
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Offer a firm handshake
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Repeat buyer’s name(s)
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Look sharp, but don’t over-dress
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Pronounce names correctly (and often)
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Treat children and pets with respect
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Give sincere eye contact
Your eyes are the only part of your central nervous system capable of direct contact with the buyer. Powerful stuff.
Enthusiasm
EnthusIASM – I Am Sold Myself
Buyers trust consultants who are sold on what they’re selling. Enthusiasm is a package of excitement, warmth, and willingness to give buyers exactly what. Your buyer’s enthusiasm will never be higher than yours, so if you’re not excited about selling, they won’t be excited about buying. Show enthusiasm:
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“I see…”
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“Wow…”
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“This is exciting…”
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“You’re going to love this…”
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“What makes this special is…”
Listening
Listen to hear, not just to reply
Listening builds trust. Start by asking questions that allow buyers to tell about themselves, their desires, and concerns … then be quiet. Pause two seconds after the buyer stops speaking.Listening requires remembering. Give yourself total recall by taking great notes. The more buyers see you writing what they’re saying the more trust builds.Position yourself so you can watch your customer’s mouth and eyes.
Presenting
Demonstrate your ability to make complex technology simple
Don’t lose trust by talking over the buyer’s head. Anytime you use an industry term (BTU) explain what it means (the heat in a kitchen match.)Trust surges when you match the speed of your selling process to the speed of your customer’s buying process. This usually means, slow down. If you give too much information too fast you lose the buyer, if not enough information, you lose the sale. Let your buyer control the amount of information they want to hear and see. After making a point in your presentation ask:
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“Would you like to know more about…?”If not, move on. If yes, provide the next information. If needed, take out the technical details and engineering data.
Closing the Sale
High trust, low-not price closes sales
Even though buyers trust you most still want to see exactly what they are getting in writing. Your use your proposal to build even more trust. Go through your proposal line-by-line. Review once again how your features provide all the benefits buyers told you they want. When buyers place their full trust in you; price is less important, comparison shopping isn’t likely, and the closing the sale is just working out the details.