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7 Ways to Earn Trust with Clients - Getting clients to trust is a big step in getting them to buy from you. If you're in sales, the key to gain the clients trust is authenticity and other factors. If you want to be good at selling, master these 7 habits of trustworthiness.
People buy from people who they Like and Trust.
1. Demonstrate Industry Knowledge
2. Demonstrate Product Knowledge
Understand aspects that impact customers' decision
3. Overall view of Market Knowledge
Understand the trends in the industry
4. Be Trustworthy/ Be Honest
5. Be Direct
It's not what you sell. It's how you sell
6. Be Even-Handed
Answer in such a way that you acknowledge the positive and the negative.
Learn to look at things on both perspectives.
We have to learn to breath, to slow down and listen to what people are saying.
Love your advise just starting watching your video wonder if you can help me out here when making a cold call to arrange an appoitment after you do you introduced yourself do you first explain the purpose of the call or what your company does and how it benefits them I’m trying to work out a structure of a cold call in what order should it be done thanks Antonio . Indy
You are my "virtual guru" and I listen to you repetitively, daily. You recharge my sales spirit and refine my sales skills and techniques with your amazing and powerful insight. I truly appreciate you taking your time to respond back to me. You made me feel like I just got a response from Zig Ziglar(R.I.P.) himself. What a great feeling! Thank you for all that you do!!
7 Ways to Build Trust/ Earn Trust with Clients - by Victor Antonio
1) Strong industry knowledge - where the industry is going
2) Strong product knowledge - how it works and how it impacts customers
3) Strong market knowledge - trends in the market
4) Be honest - don't omit information you know about just because it wasn't asked about
5) Be direct - correct customers as needed. Eg. say "Mr Customer, that's a real stupid way of doing it" but in a more polite manner.
All products are beginning to look alike, YOU are the differentiating factor. It's not WHAT you sell, but HOW you sell.
6) Be even-handed - be unbiased. Acknowledge both negatives and positives. In your comments and criticism, learn to look at things from both perspectives. Eg "These are the things you're going to be able to do with our product, and these are the things you're not going to be able to do. But let's be honest, you're not really going to use these features/benefits."
Most important point:
7) Listen - not to yourself but to your customers
Don't rush trust-building. Go slow to sell more.
Selling ain't hard when you know how😆🙌
Hi sir this is Harish Kumar s from India i started my career in enterprise sales. Our services include end to end solution in manpower. May i know how to attract clients towords our services and how to talk with the cleints so that he can trust on our services. Please suggest me sir
I like these sales tips, but you really need to pay attention to the volume in these videos. I have to crank up the volume to hear the talking, then the music nearly blows out my speakers. There's no reason for the music to be that loud. Having to keep my hand on the volume control throughout the video is annoying.
Hi Victor, B2B sales takes time for a closure, they want to close the sale but are delaying the decision... my query is "HOW TO REDUCE THIS DURATION?"... It would be very helpful if you could help me with that...
That's a BIG question; too long to answer. Watch my videos and podcast. I have a sales training program call Sell More...Faster at http://www.SeminarsOnSelling.com that will help. Go check out the preview. VA
Hey Victor. Love your sales training. I listen to one of your rants every morning it seems like. I was wondering if you could do a segment for over the phone sales obstacles. I have a sales team who is dependent on over the phone sales. Trust is obviously a key factor in over the phone sales but there are many other obstacles that a sales rep could potentially stumble into. Since over the phone sales is a tougher sale than face to face in my opinion, it would be nice to have counter objections and or have a set list to grab a buyers attention over the phone. In phone sales from my experience the client only really hears 30% of the total conversation. Maybe have a separate segment on how to captures clients attention over the phone that would be awesome as well. Thanks for the content look forward to future sales advice.
+chris atkie I'd also like to hear his thoughts. I work in phone based sales. Lack of trust is the #1 reason - probably the ONLY reason a sale doesn't happen (assuming the prospect has been properly qualified). The number one tool I have is confidence. I find that when my confidence is high sales just happen. So what do I do if my confidence is low? I take a few minutes to practice tonality, volume and tempo to imitate confidence. Tonality, volume and tempo. It's easier said than done. I need a ritual to get into peak state of confidence before taking calls (probably).
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