How to Build Up Trust with Prospects.

Trust can be a hard thing to get the hang of, especially because not every salesperson is the same, and won’t all respond to the same “trust gaining strategies you might have.” We came up with a few universal tips for you to use, adapt, and make your own to start building up trust with your prospects.

Be empathetic.

First and foremost, we want to share a piece of valuable knowledge with you - buyers want to feel like they are understood, and that you know exactly what their issues are. Use empathy for this. Make sure to really find out what it is that they are looking for. Use phrases such as:

  • “I understand what you mean, that’s why we want to offer you XYZ to solve this…”
  • “I see how that could really be an issue. Let me help you…”

Establish yourself.

Second of all, let your prospects know that your product is well-known and is solving problems for other companies as you speak. This will establish credibility. Everyone responds better to real life success examples so they can really envision the benefit your product would bring them. For this, make sure to do a little research on companies that were dealing with similar issues and are in the same industry for an easier comparison.

  • “I’m sure you’ve heard of XYZ. They bought from us a few years back and it skyrocketed the positive results that they were receiving. I know that you could benefit in similar ways as well…”
  • “If you would like some more information on how we’ve helped other companies like you, I’d be happy to tell you more…”

Consistency is key.

Third, be consistent. If you promise your prospect something, then stick to it. Don’t make empty promises. The best way to start off is to minimize your call to a certain time. Start by making sure your prospect is still able to speak with you for the allotted amount of time you set.

  • “Thanks again for speaking with me today, I just want to make sure we still have X minutes to chat…”
  • “I know you’re busy, so could you possibly tell me the maximum amount of time time you have for a call today?…”

And then make sure to really follow through on what you said. Don’t take more of their time than you asked for, stick to the amount of time that you and your prospect agreed to, and you will come off as a consistent, reliable person. It’s little things like this that make a huge difference!

Do your homework.

Finally, make sure that you are well-informed about what you are selling and who your prospect is. Your prospect is going to want to know that they are buying from someone who is informed about the industry and the product. No one wants to buy from or talk to a fraud. Do your research and let your prospect know that you know exactly what you are talking about.

  • “So, I’ve noticed that the industry is … and I could see how it would be difficult for a company like yours to keep up without … I would love to help you …”
  • “The increasing … demonstrates the need for a better solution to counter the effect of ….”

Be a genius, a pro, and a specialist, even if you just did your research yesterday. And make sure to show passion for the issue that you are trying to solve. Fake it ‘til you make it!

These form the foundation of a healthy, loyal relationship - some of the most important ingredients for your trust building recipe. Use them, make them your own, add your own techniques, and get started selling more!

For more guidance and insights in real time sales calls, check out Ciara. Ciara is an online tool that will assist you during your sales calls and offer you insights along the way!

Published 4 months ago.

4 minute read.

Sarah Evans

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