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7 Simple tips for Building Trust
by Tessa Stowe
Published on this site: November 20th, 2006 - See
more articles from this month
Building trust between you and your potential client is a very important
step that needs to occur first or else they won't buy from you. In fact,
building trust is a prerequisite to selling.
So how do you go about building this trust? Following are 7 tips.
- Tip:
When having a sales conversation, explore whether you can help the
person get what they want. Forget about selling because as soon as someone
feels you're trying to sell something, they'll instinctively not trust
you. That's just human nature. If, however, someone feels you are genuinely
trying to help them, then they'll be more likely to trust you and buy
from you.
- Tip:
Ask questions - be sincere. When you sincerely ask a potential
client questions and you come from the perspective that you want to
understand if you can help them, the more likely they are to trust you.
Please note that I use the word "sincerely." People will know
if you're just asking questions because you think you ought to.
- Tip:
Listen to people - be sincere. When you ask someone questions,
actively and sincerely (there's that word again) listen to their answers.
Put yourself in their shoes and listen from their perspective. Be fully
present and release all judgement. The more you sincerely listen to
someone the more they will trust you.
- Tip :
Watch what you're thinking. You may not realize it, but when
you're talking to a potential client, they will pick up on what you're
thinking and feeling. There is no hiding this! Therefore, before you
have a sales conversation get in the appropriate thinking mode so you're
feeling and thinking thoughts that will result in the person trusting
you.
- Tip:
Do what it takes to build up your confidence. If you don't feel
confident about having a sales conversation, people will sense it. If
you're not confident, chances are the person you're talking to will
not feel confident about you.This will impact the level of trust. Identify
ways you can increase your confidence in having a sales conversation.
What courses can you take, what books can you read and so on?
- Tip:
'Be' Your Word.In your conversations with people, ensure that what you
say you will do and what you do are in 100% alignment. If you're not
in alignment you won't go far. 'Be' your word and people (including
yourself) will trust you.
Tips #1 through #6 are essential but if you really want to accelerate
the process of building trust read Tip #7.
- Tip:
Get yourself known as the expert in your niche/target market. People
trust experts. People believe (rightly or wrongly) that you wouldn't
have reached "expert" status unless you know what you're doing.
If you're serious about building your business and building trust, get
yourself known.
Implement these 7 simple tips and you'll be amazed at the increase in
trust you'll generate. I assure you this will result in more business
for you.
Tessa Stowe - teaches coaches, service professionals and recovering
salespeople 10 simple steps to turn conversations into clients without
being sales-y or pushy. Her free monthly Sales Conversation newsletter
is full of tips on how to sell your services by just being yourself. Sign
up now at http://www.salesconversation.com
http://www.salesconversation.com
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