In sales, we often encounter people who don’t seem very welcoming. They will look at you up and down, looking like they want to eat you. There are a few tips and tricks on how to tackle them and gain their trust. People buy from those people with their trust and respect. You can quickly connect with your prospect on a deeper level. You will start to build genuine relationships based on trust and respect.
Let us share with you tips & tricks on how to tackle people in sales & gain their trust.
1. Ask Provocative Questions
When you are trying to make someone to like you, you will usually fall into a trap that makes you say whatever or do whatever to make them happy. This is a recipe for disaster because usually prospects don’t trust people like that. Instead, they trust salespeople who challenge them to look at their problems and objectives in a new way.
Start your conversation by asking and mentioning 2 or 3 challenges you have observed in the industry. Then, ask your prospect if any of those challenges resonate with their business. If the answer is yes, they will immediately view you as an expert in a subject and trust will be built.
2. Match Their Energy
The typical salesperson greeting is one we are all familiar with.
Instead, focus on being genuine, being original, being authentic to yourself, and being unique. One thing you need to understand is that prospects find it very refreshing to talk with a real person. They’ll be more open to connecting with you
3. It’s About Them
Prospects always care about themselves and their businesses, but what salespeople focus on are their products and services. This is a huge disconnect that prevents salespeople from really connecting with their prospects.
Great salespeople focus their energy on the prospect 100% of the time.
4. Seek To Understand Their Key Challenges
As we mentioned before, prospects only care about the problems they are currently facing. You are only relevant to the prospect if you can somehow demonstrate how to solve their problem. You need to dig deep to understand how the frustration affects their business.
5. The 80/20 rule
Talk less & listen more. Prospects should do the vast majority of the conversation.
“The 80/20 rule in sales states that one should spend 20% of their meeting talking, and 80% listening.”
Related article: 80/20 Rule: Listening to Talking
The more they talk to you, the more you listen to them. There will be more information at your disposal. You’ll be able to understand a problem that nobody does. You will be able to build a swift and effective solution for their frustrations, leading to a higher chance of closing sales and building trust and respect at the same time.
May this sharing can be helpful for you to tackle people in sales and gain their trust
For any question or opinion, please share it with us in the comment section below.
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