Building trust in sales means thinking about the customer first. Then ask them pertinent questions. Tell potential buyers the truth about what your products can do and vice versa.
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The 4 principle skills PICS
- Product skills: The unique ability to tell what the product can do and what it cannot do. What do you know about your product? Have you researched your products enough to educate customers to their satisfaction? How much confidence do you expect buyers to have in your products?
- Industry skills: General information on the company’s product ranges available in the market. The company structure, and what the industry is about.
- Communication skills: The skills of communicating the connection that brings in the end the confidence to be trusted. As a matter of fact, the facility of bringing the information to prospects’ knowledge with clarity attracts interest. Bodily behaviors are always overlooked in relation to how they affect people in the environment. First of all, it is easy to read. Second, people prejudge it differently. As a result the judgment can either be positive or negative. However, sometimes people act innocently using body language, and end up causing damages, but only to later realize that someone has been hurt. Which means, in the language of communication, some gestures are to consider appropriate and others not. For most people, bodily gestures are involuntary, like in the case of tonality below. So, when prospecting, the use of body language is very important to consider, because it can build confidence or cause misinterpretation.
- Sales skills: The skill to recommend your own product for prospects to join and change based on built trust.
- Think about the customer first.
- Be patient
- Design your buyer persona.
- Identify your potential customers.
- Ask relevant questions.
- Be pragmatic.
- Tell potential buyers what your products can do and vice versa.
- Be opened.
- Stick to your goal.
- Be emphatic.
- Play at the buyers ‘pace.
- Talk like a pro.
- Do not embarrass your clients
- Build a relationship
Categories of building sales trust
Building trust in sales by means of face-to-face sales is different from selling by phone, email or phone, but both serve a single purpose. This means that each situation above will produce a different result at the end of the process.
1. Trust over the phone
There is no need to lie or play tricks to get trusted by prospects. Whereas a clear pick up line earlier on in the introduction will let a prospect know what you are talking about. Life then becomes easier for him or her to trust the salesperson for further in-depth conversation. Lobbying a prospect as a way to reverse an objection is a bad decision. Instead, ask for permission whenever you want to introduce a new point of view. In other words, it’s like getting approval to oppose too and honesty. By following this procedure while seeking attention, the prospect is able to see signs of politeness, order and rationality in you. At the end of the conversation it is easy to get approval for integrity and honesty.
2. Trust via sales emails
From the perspective of personalizing prospective emails, this strategy turns out to be reactive in terms of connection creation. Customers feel moved the moment they realize that salespeople know more about them. It kind of gives them values, therefore, they also reciprocate. Furthermore, sellers’ trust becomes active when an email highlights problems and then promises potential solutions to prospects. Moreover, an email with original links pointing to the sources also gains the trust of potential buyers. So the beginning of building sales trust will take a couple of email exchanges until the face to face encounter happens.
3. Face to Face Trust
The process of building trust in sales becomes even easier in face to face meetings when a salesperson is prepared in advance. This step is easy for a salesperson who has researched before going to an appointment. A lot of things take place during the face-to-face interaction, see below:
Smile: As a person, smiling makes you feel and look natural, and in the end, the audience feels a sense of friendliness.
Eye contact: is a powerful means of transmitting connection and at the same time a means of disconnection if used inappropriately. So it is very important to pay attention to how eye contact can help build trust with potential buyers.
Tonality: tonality is a skill to pay attention to because it is easy for someone to read the intention just from the way you speak. Moreover, you can be of good intention, but also fear can interfere with your tone.
Empathy: A salesperson who really cares about seeing prospects get the help they need will ask emphatic questions.
Listening: it produces the following positive results; allowing the speaker to finish saying what he is thinking. Then, it gives the listener the opportunity to hear the whole message and understand the context.
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Therefore, a salesman who makes the best use of both approaches will be more successful.