4 Tips For Earning Your Buyer’s Trust
Does your customer trust you? Whose problem is it when the buyer doesn’t fully trust the salesperson? If you’re not doing these four things, there’s a really good chance you’re buyer doesn’t trust you.
“This guy doesn’t believe me.” Have you ever thought that? You’re a sales professional. You’re meeting with a potential client. You’ve got a product or service that you know with full certainty will help your soon to be client. There’s only one problem. They don’t trust you and you can tell. They just don’t believe you.
Sales professionals get to deal with this more often than not courtesy of a few unethical bad apples in the bunch. Many of your customers will struggle with not believing you, not trusting you and will look to protect themselves. The good news for you, it’s a normal reaction.
So how do you get the buyer to trust you fully?
Grant Cardone is an international sales trainer and best-selling author. He works with Fortune 500 companies to help increase production, profitability and improve customer satisfaction.
Here are 4 tips from Grant Cardone for earning your buyer’s trust.
1. Take 100% responsibility for your buyer’s trust
Grant will often reiterate this. If the buyer doesn’t trust you, that’s on you! Any problem that you take 100% complete responsibility for is a problem you can solve. Put somebody else in the blame chair and the problem is out of your control. If there’s a trust issue, it’s your problem, not the customer’s.
In Grant’s best-selling book Sell Or Be Sold, Grant says, “Great salespeople understand the buyer’s distrust, accept full responsibility for it and never take it personally.”
2.. Always put it in writing
People believe what they see, not what they hear. Have you ever hear that before? Have you also heard, “Well the guy down the street said that he could sell it for [insert low ball number here]!” The he said/she said game is a deal killer, a trust killer and a blight on the reputation of honest salespeople the world over. If you’re going to make a proposal, be willing to put it in writing.
3. Use current third-party data
This is the information age. If you’re going to quote facts, figures, statistics, have valid, current third-party data available to back it up. If you’re going to make a big claim about your product, you better have some proof to go with your pudding! Use information to your advantage. An informed buyer can make a decision, a buyer with no information will always need to think about it, talk to someone else, or somehow add time.
4. Make competitive advertising available
This will scare a lot of people. You may have even re-read this final step more than once. You may not even trust this article anymore. Sounds crazy doesn’t it. Showing what your competition is selling for and advertising. Why not just walk them over to the guy down the street? Does your competition sell lower or higher than you? Does your competition run ads that are confusing or make promises that are too good to be true? But what if, just this once, instead of a client having to leave and do their “due diligence,” what if you’ve already done it for them?
What would that say to your buyer? What if you know what the competition is selling for and you’re not afraid of it because you know that you, your company and the product is the superior solution. If you know price isn’t the real issue, how much better would you be able to handle the situation? And if you know how to close the deal, would you be more confident with being fully transparent? If you’re confident that you can handle this, then all you’re doing is making it easier for your buyer to trust you and feel confident in making the decision to do business with you.
Is this making any sense at all…?
If you’re starting to get hungry from more, then you’re going to want to read Sell Or Be Sold by Grant Cardone.
This book will not only show you more on earning your buyer’s trust, it will help you get right with the price myth, understand the true value of service, how to always be in a place of agreement, how much action you need to take to really succeed and much more. If you’re a professional salesperson now and have not read this book, it’s costing you money… trust me!