In the world of sales, the product isn’t the only thing on the table; trust is also up for grabs. If you’ve been in sales long enough, you’ll know that trust is the cornerstone of any successful customer relationship. But how do you build this trust? How do you move from being a mere vendor to a trusted advisor?
The Weight of Words
Words are the building blocks of trust. The words you choose can either make your customers feel valued or alienated. For example:
- Use “we” instead of “I” to create a sense of partnership.
- Opt for positive phrasing like “You’ll benefit from…” rather than “You should…”
- Never underestimate the power of “thank you.”
These simple shifts in language can make a world of difference. They’re small changes, but they align well with the principles of the Triad of Belief, especially the belief in yourself and your product.
The Language of the Body
Your body language can speak volumes, often saying more than your words do. Here are some tips:
- Maintain eye contact to show you’re engaged.
- Lean in slightly to convey genuine interest.
- Keep an open posture to appear inviting and non-defensive.
Asking the Right Questions
Open-ended questions are your best friend in sales. They not only provide you with valuable information but also show your customer that you genuinely care about their needs. Questions like:
- “What inspired you to look into this product today?”
- “Have you explored similar solutions before?”
- “What features are most important to you?”
These questions align with the DISCOVERING and EVALUATING phases of the IDEAS Sales System.
Customers buy experiences, not just products. Listen for emotional cues in your customer’s language and respond to them. This is where your role shifts from selling to serving, a key principle in both the IDEAS Sales System and my book, The Simplest Sales Book: The Beginner’s Blueprint to Sales Success.
The Customer’s Choice
The saying “the customer is always right” doesn’t mean they have all the answers. It means they have the final say in what solution works best for them. Your role is to guide them to the best decision, armed with the belief in your industry, your product, and most importantly, yourself.
Building relationships in sales is an art form, one that requires a delicate balance of trust, understanding, and emotional intelligence. By mastering these elements, you’re not just closing a sale; you’re opening a relationship.
If you found these insights valuable and want to dive deeper, you might benefit from The Simplest Sales Book: The Beginner’s Blueprint to Sales Success. And if you’re looking to take your sales skills to the next level, consider one-on-one Training, Coaching, and Life Coaching at Closer Classes.
The customer is ready to buy. He needs you to help him believe.
This article offers a comprehensive guide to building trust and relationships in sales. It covers the importance of word choice, body language, asking the right questions, and establishing emotional connections. The article also introduces key principles from the IDEAS Sales System and the Triad of Belief for a holistic approach to sales success.