How to Build Trust with your Sales Prospects Part 2

Switching focus from Behavior to Communication

Knowing how to act in front of clients will demonstrate respect, using the right words will help build credibility and trust.

Be mindful of your Speaking Tone

Stay positive

People are attracted to positivity. No matter how negative your prospects may be your energy and support will help them build a sense of trust.

Avoid clichés

Anything friendly and original will help you differentiate from the myriad of sales pitches your prospect hears from countless other businesses.

Avoid badmouthing the competition

Insults and criticisms may seem like an easy way to be superior but in the long term they reduce your credibility. Focus on the superior aspects of your products or services and keep a strong commitment to delivering value to your customer.

Under promise and over deliver

Meeting expectations is critical to building trust. Always promise to deliver at a level you can achieve without fail and demonstrate your outstanding capabilities when the final result is beyond what was expected.

Focus on creating a Connection

Focus on the prospect not yourself

People like opportunities to expresses themselves and these days few people take the time to listen. Keep conversation focused on the clients and invite them to share details of their life with you.

Listen more than you talk

Your role as a sales person is to listen needs so well that when you speak everything you say makes sense to your client, your status as trusted ally is increased by how efficiently you can support your prospects mission.

Call your prospect by their name

People like to hear their own name, it shows that you are building a more personal relationship and are not just looking for a quick sale. Using someone’s name needs to be genuine.

From Talk to Action

Once you’ve gained your prospects trust you can increase your chances of a sale by applying 7 practices for a Rejection Proof Sales System.

Escalation of Commitment - Don't be Afraid to Start Again.

Start again.

Easier said than done.

I was painting a room in my house and the colour was somewhere between mustard and green pea baby food.

It had looked ok on the 2" paint chip, but was not looking so good on the wall.

However...given the 2 hours of labour already invested and the investment in the paint, I convinced myself that it looked ok.

My wife in a moment of pity also agreed that it looked ok and so I invested 5 more hours in painting the entire room.

How to Build Trust with your Sales Prospects Part 1

Outstanding sales people become trusted allies

When your interests as a sales person are aligned with your prospects you’re looking out for their best interests. Creating a sense of trust and mutual interest is built on a foundation of respect. Successful sales people demonstrate this respect by being highly intuitive in communicating and empathizing with prospect needs. In the next two blog posts we will look at four habits that increase your effectiveness at engaging prospects and building trust:

Be aware of Cultural Context

Speak with the right language

Tailoring your speech to compliment your prospect’s level of education, literacy and understanding of technical jargon will create a sense of respect and competency

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