BUILDING TRUST IN TODAY’S SKEPTICAL WORLD
Make the effort to establish solid, trusting relationships.
- Spend more time talking about the prospects: their goals, their business, their family and other interests. I use the FORD method when talking to clients to start a conversation. Family, Occupation, Relaxation, Dreams, these four words are great topics to break down barriers.
- Keep your conversation at an understandable level. Using big words or technical terms may not be understood by your customer.
- Always be positive! People want to benefit from your product/service so talk about the positive benefits, not the negative things that will happen if they don’t purchase your product/service.
- Be Credible. Credibility is something that is most often earned through the performance of your product/service. The credibility foundation is built brick by brick. The attributes needed are Honesty, Being Forward Looking, Being Inspiring and Being Competent
Comments are closed