How to Earn Your Customers Trust
- Posted by JulieScott in Expert Blogs
- 2007, November 6th
When agents claim they didn't earn the sale they thought they deserved, the reason is often because the customer had more trust in another supplier. In order to land most sales your client has to trust you and your judgment. Don’t you generally work with the people whose judgment you can trust? Why, because you know that the job will be done right. The same goes with you and your customer. Your customer needs to know that you are going to do the right thing for them. They need to trust that care about them.
I know that seems like a heavy card to hold but it is not as complicated as you may think. You have to, of course, know your product, and then determine exactly what your customer wants out of your product. Next you have to tell your client how what you’re selling can positively relate to their needs. If you put their needs first that will show you care about them. Don’t you tend to put more trust in people who put you first? When shopping for my computer my sales clerk asked me everything I wanted in my new PC, and he listened. He didn’t show me any thing I did not ask for. When he recommended other features I might enjoy I trusted his judgment. Those are the type of salespeople I like to deal with. Don’t you? Be one of those salespeople.
The best way to put this into perspective is to treat your client as a friend or family member. You would never sell them something that they would not benefit from, would you?
Another benefit to earning the trust from a customer is the credit they will give you. You will receive recommendations from that client. When you are recommended because of the trust a customer has in you, you win.
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