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Steps needed to develop trust

By
Home Stager with Willoughbys

Most reps already know the basics of establishing credibility – looking polished and professional, maintaining eye contact, being prepared every time.

Here are five more ways you can establish credibility, enabling you to take a giant step forward in establishing trust.                                                                                                                                                           1. Admit weakness. Nothing's perfect. Prospects know your company and your product are weak in some areas. You boost your credibility when you admit to those weaknesses rather than trying to sweep them under the table. Even better: turn a perceived weakness into a desired benefit. For instance, if your software doesn't have all the bells and whistles of a competing product, point it out. Then point out how the simplicity of your product boosts usage and data entry accuracy.                                                                                                                  

2. Borrow credibility. When your prospect doesn't know you or you believe your credibility with them is low, borrow the credibility of another to boost your own. Ask yourself: who could endorse or recommend you? Who has credibility with your prospect and would be willing to call and introduce you? What relevant testimonials can you share that would boost your credibility?                                                                                                        

3. Stay positive. When you bad-mouth the competition, your credibility heads south faster than you can say "no sale." It's just like your mom always told you: talking badly about someone else does not make you look better. In fact, it has the opposite effect. Sure, there are some instances where a prospect legitimately needs to be warned about the competition; in these cases, provide ways for the prospect to discover the problem for themselves, says Mortensen.                                                                                                                       

4. Subtly reveal qualifications. If you have expertise, education, experience, or other qualifications that make you an expert in an area, find ways to reveal it without coming across as a braggart or conveying a sense of superiority to your prospect. When audiences accept you as an expert, says Mortensen, you'll have their undivided attention.

5. Stay calm. Have you ever seen a highly successful CEO or lawyer rushed and flustered? No way. They are always composed, even in the middle of a crisis. Likewise, sales professionals who stay calm and poised come across as highly competent and credible. So no matter how flustered you feel, never let anyone see it.

have Fun,

Alan

Comments (4)

Jose Delgado
Opes Advisors, INC. - Eugene, OR

Alan,

Thank you for sharing your insights on extra steps to develop trust. 

Jose,

May 18, 2008 03:20 AM
Chuck Marunde
Sequim & Port Angeles Real Estate - Sequim, WA
Sequim Real Estate Broker

Alan, good stuff.  People want us to be real, genuine, honest and open.  If the feel we are competent and trustworthy, they will work with us, and we are building a relationship.  That's it.

May 18, 2008 04:16 AM
Daniel J. Brudnok, REALTOR
Berkshire Hathaway Home Services Fox & Roach, REALTORS - Exton - PA License #RS-225179-L / Delaware License #RS-0025038 - Downingtown, PA
SRES, e-PRO,ABR,GREEN,CSP

Alan,

Nice post.....simple, informative and to the point.....I especially like the last point about never let them see you flustered.....

May 18, 2008 05:01 AM
Scott Cowan
RE/MAX Professionals - Olympia, WA

Alan- Good post. Great information and well presented. The part about not showing you're flustered is so true.

Best,

Scott

May 18, 2008 10:09 AM