Thoughtful Thursdays – People buy from people they like…
…all things being equal. That is the rub, all things being equal.
Today’s thought is about making things equal – leveling an uneven playing field. There are any number of ways to accomplish this. The key step is establishing and building trust.
We trust people we do not know to a great degree all the time, it is implicit. So why is it so difficult to establish even a minimal level with our prospects?
In my experience trust is built beyond that implicit level by the consistent demonstration of certain behaviours. These are the same characteristics identified by the majority of people when describing an engaging speaker or great sales person.
Rule number 1: Do not use the word trust when talking about yourself or your product in conversation. Employing the word will often trigger the loses of trust. For example, how do you react when you hear the words “Trust me”? Subtract trust points
Rule number 2: Do not be anything more than who you are. People will see through your façade quickly. Subtract trust points.
Rule number 3: Give your prospect your undivided attention and be as engaged with them as you would have them be with you. Add trust points
Rule number 4: Be helpful. Add trust points.
Being mindful of these 4 rules will help you to not only level the playing field, but perhaps tip it in your favour.
Good selling,
Richard
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