Have you ever bought something from a salesperson you just didn’t like or trust? If you did, how did it make you feel afterwards? When is the last time you made a large purchase from someone you didn’t trust? Likely never.
Today we are talking about why building trust with the customer is important.
There are three questions that everyone asks themselves about us when they meet with us. Every time! These questions are:
Do I like you?
Do I trust you?
How can you help me?
See that second question? Trust is a highly important question that has to be answered by us for the customer. If we don’t answer that question with our actions and words lining up, then the customer will move on down the road to our competitors that offer similar products / services.
Trust is extremely important with most of our major decisions. I define major decisions as decisions that cost over $500, or life changing decisions. Some use gut feelings, some use research, and some use advisors. The fact remains that trust is a part of every major decision. If we do not have trust, we do not act. This is why most consumers ask friends and family who they should talk to about a product / service. They are searching for a trusted advisor.
Today it is so easy to find options for a product / service that we need. Just hop online and do a quick search. When the customer is coming in to talk to us, they are trusting that we will help them. We need to make sure that we have that in mind when we serve the customer. We as sales professionals need to be showing up to serve the customer and being open and honest of where we can and can not help them. Focusing on how we can better grow the relationship and trust with that individual / organization.
Customers are not just looking for a transactional experience. They want to be known and heard. They want people that will advocate for them to find solutions that will benefit them the best. Customers want a relationship. We as humans are born to crave a sense of community and value. Customers want that as well. Why do you think there are so many Facebook groups out there today? People want community.
When people trust us, they share more information with us. Not their deepest darkest secrets, but they will share more and more as trust is built. I have had customers tell me about future RFQ’s that I could look forward to and worked with my teams to be more prepared so I was able to achieve success. That would not have happened had I not built great levels of trust with these customers.
To build trust I use a simple equation that I call the Trust Equation. It uses variable such as credibility, reliability, vulnerability, and selfishness and puts them into a simple equation to help us build trust effectively and quickly with customers. This equation also focuses on a long-term approach to building a great amount of influence with the customers.
Now, there is a great deal to discuss on trust such as how to build it, the different levels of trust needed depending on proximity to others, and how to keep growing trust. That is why I created the “Trustworthy” training to help people like yourself understand and build trust quickly.
If you’d like to check out it click here to be taken to the training. It’s worth the investment.
Today, lets make sure we are focused on building trust with our customers.
Build trust with your customer and you will reap greater rewards!
Sincerely,
Kevin Sidebottom
“Businesses wonder why the majority of their sales teams struggle at winning profitable business. I teach your sales team to walk with the customer through the five buying decisions, and in the correct order to generate more sales with high margins!”