Establishing Credibility
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Establishing Credibility

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An expert in marketing psychology, ...

Being a salesperson and reaching the point of sell is not simple. As we perform marketing activities, we have to undergo a rigorous screening process in front of the customer who is exposed to numerous marketing messages that are trying to sell and tell him or her something. This makes the selling position much more difficult from the point of view of the salesperson since he must employ two important elements: patience, so that the customer will listen, and credibility– this is not an easy task.

Today, I will discuss the subject of credibility. I will detail a number of actions that are known to create trust on part of the customer. Read and see which of the following practices are best for you and begin working on them - it will help you in your next sale.

  1. Do what you say and do not make false promises.In most cases, the customer can “see”, so make good on your word because your words are your currency.
  2. Respect promises made to the customer. Try to write down what you promise, do not underestimate your promises to customers, they remember.
  3. Consistency.It is very important to maintain consistency in all aspects of your behavior.
  4. Tell the truth.The best way to establish trust is by always being truthful.
  5. Show to the customer that you believe in the product.Try to connect the customer to the aspects that will prove that you believe in the product, recognize its advantages and that you truly think that the product is worth its price.
  6. Express emotion. Some salespersons are unwilling to express emotion in front of customers for fear of losing their status as professionals. Do not be afraid, expressing your emotions is part of being human and it will enable you to establish a connection to the customer that is based on a personal level.
  7. Openness and transparency. Do not conceal information, be open and share what you know. Tell the customer if you do not know something. This will not hurt the transaction. On the contrary, it will strengthen your position.

Do not leave out details that the customer can discover later. The details may not be important, but your credibility will be diminished is the customer will discover that you did not tell him or her everything you knew.

  1. Prove to the other side that you are willing to do things and go the extra mile for him. For example, try to help a customer who is looking for information even if you do not usually search or present such information. Such information may be important to the customer and your help will probably be appreciated and help you establish trust with that customer.
  2. Control your emotions. Do not let the other side see and understand your desire to complete the sale. Being calm and self-assured convey confidence that the seller knows what he is talking about.
  3. Assertiveness.Remember that assertiveness is not the same as aggressiveness. Assertiveness expresses power, knowledge, something that worth considering. We all seek assurance that what we buy is worth our time and money. Assertiveness will help you install confidence with the client. For example, in certain cases, when it is needed, we can and should say no to the customer.
  4. Behavioral change.When you interact with the customer and you feel that you are not able to establish trust, try to change your behavior. You can moderate your position or offer more information. Sometimes it is wise to use a different language when dealing with different customers.

Try to adopt the above 11 rules of establishing a trusting relationship with customers and increase your profit by creating credibility with your customers. So, are you credible?