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November 18 |
Networking Tip #103 - How to build trust with prospects and clients During my years helping business people, there were many situations when I warned clients that Trust plays a larger role than they might expect. One such encounter took place when a sales rep said "Joe, I'm honest and I told this prospect everything about my product and he won't budge." I in turn exclaimed: "Maybe he doesn't trust you." So over the next hour I proceeded to explain the trust factor to him. Yes, it takes that long, because it is complex and has many elements to consider. I will not burden the readers with all the elements in a trust building relationship, but will touch on the main elements. Does your selling process involve a keen sense of the prospect's/customer's behavior and do you ask adroit questions (Is the customer doing most of the talking?)? Are you building confidence or suspicions by the self-serving way you present your service or product? So we must understand our behavioral style and that of the customer. Our selling process must be prospect centric, and the prospect/client must believe, like and trust us! (BLT) Trust is not something you announce, and it's not something you have or do not have. You must work on building trust in your personal and professional life. To learn more about trust and behavioral skills, attend one of our free seminars. Request our free literature about our Club 100 Business Network - it's free and there is no obligation. |
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