When was the last time you bought something from someone you didn't trust? If you're like most people you only buy from those you trust. Sales trainer and human behavior expert John Boe has some useful advice on how to establish trust so you can make the sale.
Use active listening skills. The quickest way to destroy trust and rapport is to dominate the conversation. Successful salespeople take notes, listen attentively, and avoid the temptation to interrupt, criticize, or argue. To develop and encourage conversation, use open-ended questions to probe the meaning behind your prospect's statements. Occasionally repeat your prospect's words verbatim. By restating their key words or phrases you not only clarify communication, but also build rapport.
Adjust to your prospect's temperament style. Research indicates people are born into one of four primary temperament styles: aggressive, expressive, passive, or analytical. Each of these four styles requires a unique approach and selling strategy. For example, if you are selling to the impatient, aggressive style, they prefer a short warm up and expect a quick, bottom line presentation. While at the other extreme, the cautious, analytical style is slow to warm up and is interested in every detail. Once you learn how to identify each of the four primary styles, you will be able to close more sales in less time by adjusting to your prospect's buying style.
For more tips for building trust,
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