7 ways to build trust in sales
Building trust was important 50 years ago, and it’s just as important today. When buyers trust salespeople, they rely on them, listen to them, and give them time and space.
Trust is crucial for your sales success. Today’s buyers are busier than ever, have access to more information, and need to make more decisions. This makes them harder to access and to gain trust from.
Some things remain the same
Building trust is an important element when it comes to achieving customer loyalty, and most salespeople agree that they could put more effort into strengthening trust.
Trust in a sales situation is built on four elements: your skills, your reliability, your integrity, and your ability to be personal. The following ideas can help you build trust:
Most salespeople believe they are capable of building trust. Some actually think they are quite good at it. But are they really?
This is called “illusory superiority” in academic circles. People who think they are better at things than they are. What does it mean for building trust that you overestimate your own capacity while your buyer is more skeptical?
Many have experienced being sold something that turned out not to be quite what they were promised. You may think your integrity is very high, but if the buyer has previously experienced the opposite, they may be suspicious before they meet you. It’s up to you to demonstrate that you have integrity. The buyer won’t just assume it.
Salespeople who do not actively work to create trusting relationships miss out on a big part of the sale.
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