Tessa Stowe

Article Summary:

Build trust with potential clients by implementing with these seven simple steps from professional speaker, author and consultant Tessa Stowe.

Building Trust is an Essential Prerequisite to Selling

Building trust between you and your potential client is a very important step that needs to occur first or else they won’t buy from you. In fact, building trust is a prerequisite to selling. So how do you go about building this trust? Follow these seven tips for building trust with a potential client:

1) When having a sales conversation, explore whether you can help the person get what they want.
Forget about selling because as soon as someone feels you’re trying to sell something, they’ll instinctively not trust you. That’s just human nature. If, however, someone feels you are genuinely trying to help them, then they’ll be more likely to trust you and buy from you.

2) Ask questions – be sincere.
When you sincerely ask a potential client questions and you come from the perspective that you want to understand if you can help them, the more likely they are to trust you. Please note that I use the word “sincerely.” People will know if you’re just asking questions because you think you ought to.

3) Listen to people – be sincere.
When you ask someone questions, actively and sincerely (there’s that word again) listen to their answers. Put yourself in their shoes and listen from their perspective. Be fully present and release all judgement. The more you sincerely listen to someone the more they will trust you.

4) Watch what you’re thinking.
You may not realize it, but when you’re talking to a potential client, they will pick up on what you’re thinking and feeling. There is no hiding this! Therefore, before you have a sales conversation get in the appropriate thinking mode so you’re feeling and thinking thoughts that will result in the person trusting you.

5) Do what it takes to build up your confidence.
If you don’t feel confident about having a sales conversation, people will sense it. If you’re not confident, chances are the person you’re talking to will not feel confident about you. This will impact the level of trust. Identify ways you can increase your confidence in having a sales conversation. What courses can you take, what books can you read and so on?

6) ‘Be’ Your Word.
In your conversations with people, ensure that what you say you will do and what you do are in 100% alignment. If you’re not in alignment you won’t go far. ‘Be’ your word and people (including yourself) will trust you.

Tips #1 through #6 are essential but if you really want to accelerate the process of building trust read 7.

7) Get yourself known as the expert in your niche/target market.
People trust experts. People believe (rightly or wrongly) that you wouldn’t have reached “expert” status unless you know what you’re doing. If you’re serious about building your business and building trust, get yourself known.

Implement these seven simple tips and you’ll be amazed at the increase in trust you’ll generate. I assure you this will result in more business for you.

Tessa Stowe teaches coaches, service professionals and recovering salespeople 10 simple steps to turn conversations into clients without being sales-y or pushy. Her FREE monthly Sales Conversation newsletter is full of tips on how to sell your services by just being yourself. Sign up now at www.sales conversation.com.

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