Can I Trust You
Can I Trust You
wondering one simple question. Can I trust you?
There are three stages of buying:
1. Character and trust
2. Emotion
3. Logic
I donıt know that one stage is more important than the other but I do know
that the trust stage usually happens first. When you build a house and the
foundation is weak, no matter how nice a house you build it comes crumbling
down eventually. A sale is the same way. You can sell all you want. You can
create an emotional frenzy. You can justify emotions with logic and
reasoning but at the end if the customer has a twinge of doubt about you
they will pause and hesitate to complete the sale.
Usually when the customer stalls after showing all the right buying signs,
we blame the customer and create some unflattering names for him or her.
Hereıs a news flash: Most of the time itıs your fault. Itıs not the
customerıs job to trust you. Itıs not the customerıs job to create a rapport
and a bond. Itıs not the customerıs job.
Often, the customer comes in sold on your product and has a need and desire
for it. They want to buy it. But when it gets to the end, one thing keeps
them from buying fear. Fear of making a mistake. Your customers are human.
Customers have fears of making a mistake in buying the wrong vehicle,
getting the wrong price, getting the wrong information or having a bad
experience.
To sell more, you must allow the customer to buy. To buy a customer needs a
path without obstacles and doubt. To remove the customerıs doubts and fear
you must practice risk aversion and reversal.
Sales training has focused primarily on handling objections and other
reactive selling approaches. Practicing risk aversion is a proactive
approach to selling that addresses common fears up front and removes them
before they become an obstacle. Fifteen minutes spent on proactive risk
aversion can eliminate two hours of reactive objection handling.
Take a pencil and paper and write down all the common fears of your
customers and common objections you receive. Write down the silent
objections you donıt get but you know are really there. No matter what you
sell, itıs the same objections over and over. It doesnıt take that much to
be aware of the objections, to be prepared to proactively eliminate them and
even answer them if they still come up.
Listen to what customers say and what they are trying to say. Listen to what
customers really mean. And, listen to what customers arenıt saying but
intuitively you know they are thinking. Increasing your intuitive ability is
a major step in becoming a master sales person. Watch your customerıs body
language. You donıt need a course to teach you what people are thinking by
their body language. You simply need to observe, think and feel as they do.
TLC Think Like a Customer.
Remember, that trust comes before money.
Can I Trust You - To learn more about this author, visit Mark Tewart's Website.
Like this article? Share it with your friends
When you have a first encounter with a customer, he or she is usually
wondering one simple question. Can I trust you?
There are three stages of buying:
1. Character and trust
2. Emotion
3. Logic
I donıt know that one stage is more important than the other but I do know
that the trust stage usually happens first. When you build a house and the
foundation is weak, no matter how nice a house you build it comes crumbling
down eventually. A sale is the same way. You can sell all you want. You can
create an emotional frenzy. You can justify emotions with logic and
reasoning but at the end if the customer has a twinge of doubt about you
they will pause and hesitate to complete the sale.
Usually when the customer stalls after showing all the right buying signs,
we blame the customer and create some unflattering names for him or her.
Hereıs a news flash: Most of the time itıs your fault. Itıs not the
customerıs job to trust you. Itıs not the customerıs job to create a rapport
and a bond. Itıs not the customerıs job.
Often, the customer comes in sold on your product and has a need and desire
for it. They want to buy it. But when it gets to the end, one thing keeps
them from buying fear. Fear of making a mistake. Your customers are human.
Customers have fears of making a mistake in buying the wrong vehicle,
getting the wrong price, getting the wrong information or having a bad
experience.
To sell more, you must allow the customer to buy. To buy a customer needs a
path without obstacles and doubt. To remove the customerıs doubts and fear
you must practice risk aversion and reversal.
Sales training has focused primarily on handling objections and other
reactive selling approaches. Practicing risk aversion is a proactive
approach to selling that addresses common fears up front and removes them
before they become an obstacle. Fifteen minutes spent on proactive risk
aversion can eliminate two hours of reactive objection handling.
Take a pencil and paper and write down all the common fears of your
customers and common objections you receive. Write down the silent
objections you donıt get but you know are really there. No matter what you
sell, itıs the same objections over and over. It doesnıt take that much to
be aware of the objections, to be prepared to proactively eliminate them and
even answer them if they still come up.
Listen to what customers say and what they are trying to say. Listen to what
customers really mean. And, listen to what customers arenıt saying but
intuitively you know they are thinking. Increasing your intuitive ability is
a major step in becoming a master sales person. Watch your customerıs body
language. You donıt need a course to teach you what people are thinking by
their body language. You simply need to observe, think and feel as they do.
TLC Think Like a Customer.
Remember, that trust comes before money.
Can I Trust You - To learn more about this author, visit Mark Tewart's Website.
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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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