10 TIPS TO EARN TRUST FROM BUYERS

 Building Major Confidence In You

 It’s not who you are that holds you back, it’s who you think you’re not.  ~Author Unknown

 Building Trust

The other day I was thinking about what makes a customer or prospect have confidence in the person who is selling to them. So I thought I’d write about how to ensure the confidence of your customers and potential clients.

First of all, you must believe yourself that you are absolutely their best choice. I always tell myself I am the best salesperson, working for the best company, with the best products and services, for this person, at this time. Psyche yourself up with this kind of self-talk and you’ll be well on your way to successful selling.

In addition to your self-talk about your ability to sell, here is my top 10 list of things you can do to establish confidence in the folks to whom you sell:

  1. Write an article or story about your company or yourself, what you are doing to help others and what results/benefits those people received.
  2. Get prospects to help you in your presentation. Maybe pass out materials or ask for directions on how to get to the appointment.
  3. Be as prepared as possible. Don’t be fumbling with papers, tripping over your verbiage, or moving with a tentative step.
  4. Tell a story about how you helped another client or possibly even film one of your workshops that you feel real good about. Then you can take some of the video highlights and show or email short clips to a possible prospect.
  5. Carry a printed list of people who have worked with you in the past. You may be able to reference someone from it.
  6. Be a name dropper, but be careful not to come across as bragging, but rather, sharing to build a trust base in you and the company.
  7. Have “Champion Letters” on hand. These are testimonials from some of your most loyal customers. Try to have one letter that addresses each of the objections you may get during the sales process.
  8. Get a referral and then ask the person who gave you the referral to personally introduce you or call ahead and put in a good word before you make the first contact.
  9. Let your clients know you are not a fly-by-night company and that you make a point of making regular contact with customers.
  10. Lastly, make people feel as though you really do care about them. No need for “commission breath”. Come across as really wanting to help them achieve what they want.

If they trust you, they will probably eventually buy from you. It is all about that confidence that they MUST have in you that will determine your success.

Take one of the items on the list and put it into action today, then continue using it bit by bit until it starts becoming second nature. Next, move to another item, and so on…

Make it a great day,

Gary Michels

gmichels@southwesternconsulting.com

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