Why is Building trust in Sales important?
Many businesses these days are focused on acquiring new customers, spending more and more money on marketing and lead generation. However, did you know that it is more than 5 times more expensive to acquire a new customer than to retain an existing one?
But what’s the secret to developing an existing customer? Assuming that your product and your prices are consistent with the market, it is the quality of the relationship and the trust with your customer that will protect you from the competition.
In this article, we share with you 5 tips that will help you build a relationship of trust with your customers.
The consultation steps allow you to guide your customers in designing the solution they need and allow you to demonstrate as much as possible that your business is capable of meeting their needs.
Signing the contract or receiving the order is an indicator that your customer trusts you enough to work with you. After the words, the results are expected.
Note: Once your project is complete, don’t just feel like you’ve lived up to expectations, ask your client for feedback. This step is crucial because few salespeople will make the effort to ask the question.
Keep your customers informed
Don’t wait for your customer to ask you for the status of their order. Be proactive and keep them informed as much as possible, even if everything is going well. they will appreciate your professionalism.
Be available even in difficult times
Many salespeople are active in the outreach phases, requesting phone conversations to ensure they get the order. But when a problem occurs, they no longer answer the phone, take several days to respond to emails, etc.
Once the order is placed, the pressure is on your customer and emotions run high.
Being a good salesperson also means knowing how to take a step back from the difficulties of reality and hold your customer’s hand when they need!
Don’t make unfounded promises or commit to unrealistic deadlines if you know you won’t be able to deliver on your commitments.
Beyond business relationships, honesty is an essential characteristic of any human relationship.
Some professionals are good actors, but sooner or later the lack of honesty works against them.
Here is a list to avoid:
- Acting like you live a ‘wonderful fairy world’
- Pretend to care about your customer if you don’t (which is a problem by the way)
- Trying too hard
- Forget the details of past conversations
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Be professional but not too formal
Depending on the industry you work in, you should minimize the friction factors when selling as much as possible. Imagine a friend who starts chasing you to place an order… quickly you would start to avoid that person.
Many sales professionals struggle to put the cursor at the right level, between being too familiar or too formal. Each buyer has their own personality, and it is necessary to develop people skills to know how to behave with such and such an individual.