How To Build Trust In Sales
It’s so important to know how to build trust in sales because sales don’t happen without trust. There are few things harder than repairing the trust in a relationship once it’s been broken. Therefore, it’s very important to be as trustworthy as possible at all times. On the flip side, it’s much easier to buy from people you trust.
Over 90% of companies report that they only buy goods or services from companies that they trust. If you want sales, you have to focus on building trust with your customers before you focus on closing the deal. Many of today’s buyers also have a hard time trusting salespeople so it’s more important than ever to focus on building rapport first.
This lack of trust in salespeople has a lot to do with the pushy or dishonest salespeople we have come across as consumers. Today’s consumers can do more research than ever because it’s so easy to get information online. Social media and search engines make it much easier for people to verify the information they are given.
The internet also makes it easier for any salesperson to build rapport with a large number of potential customers. A majority of salespeople of today are well educated and know that they need to be active on social media. They also know that they need to build a lasting rapport with their customers.
They say experience is the best teacher so I want to share some tips that I’ve learned along the way.
Here are three ways to build trust in sales
- Don’t promise what you can’t deliver- Just about every salesperson has been guilty of overpromising at some point. Most salespeople want to make people happy so it can be easy to promise first and think later. You need to always stand by your word when possible. When it’s not possible to keep a promise for whatever reason the biggest thing to focus on is accountability. Everyone makes mistakes or falls short from time to time. However, few people take accountability for falling short. Don’t overpromise and underdeliver, especially if you’re unable to own it. Building a lasting trust will help you continue to grow with your customers for years to come. Keep your word and own your actions.
- WOW, your customers- People tend to trust people that show that they care. Give your customers every reason to be happy with the service that you provide that you can. Leaving your customers with that WOW feeling also isn’t as hard as it seems to be. Being honest, upfront, and genuinely happy can often create that wow experience. Go the extra mile for your customers and they’ll remember it forever.
- Take care of yourself- A person that seems happy and healthy gives off a much more trustworthy feeling. When you feel good about yourself, your confidence will grow. Confidence is also something that is very hard to fake. Take care of yourself. Put in the effort to learn all you need to know about your product or service. Know your product or service like the back of your hand. Knowing your stuff and giving off the impression that you’re happy and healthy will build confidence with your customers. Your customers having confidence that you’re happy, healthy, care, and able to give the best service possible will build trust quickly.
Final thoughts on trust in sales
Sellers that aren’t focusing on building trust with their customers aren’t selling as much they can be. Business owners that fail to stress building trust with customers are missing a big piece of the leadership puzzle. It takes effort to build trust in any relationship, especially in a sales relationship. However, learning how to build trust with your customers is always worth the effort.