The fastest way to get people to trust you
A Life / / December 19, 2019
Known entrepreneur Evan Asano spoke about his experience in sales and about how some strategies can be applied in everyday life. Layfhaker publishes a translation of his article.
Evan Asano (Evan Asano)
Founder Mediakix marketing agency.
At profession prodazhnika not a very good reputation. And the very essence of selling is often misunderstood. People usually think that salespeople speak very quickly, almost tricked convince clients to conclude transactions in general can not be trusted. In fact, everything is exactly the opposite - all sales are built on trust.
Underlying sales is the ability to quickly win the trust of the people. Tricks that work in sales, will be useful in everyday life.
The main trick - it's thoughtful questions.
Direct the conversation by asking the right questions, and let the customer talk. So you will be able to determine the needs of the interlocutor and to show that your proposal is perfect for his needs.
In addition, when people feel that they listen carefully, they feel that you understand them and approve. It inspires confidence. And if they trust you, they agree to conclude a deal with you.
How quickly gain the trust, relying on the experience of sales
Greet Friendly
Greet warmly, as if you are already familiar with and have not seen. At the same time sincere smile - a smile is always remembered. In addition, when we smile, we improve its own mood.
Speak slowly
Fast it often causes negative associations. The other party may seem that you are nervous or are not sure what you are saying. So try to radiate calm and be moderate in his speech. People respond better to those who spoke slowly and deliberately.
Show that you have something in common
Evan Asano advises before calling a potential client to look at his profile on LinkedIn and other social networks to find some common interests or common friends. At the beginning of the conversation be sure to mention it. For example: "I noticed that you were in the X that you are familiar with Y». Such details will help establish trust.
listen carefully
Listen as if your interlocutor - the only person in the room. Do not get distracted, do not look at my watch and mobile phone. Do not interrupt the interlocutor and not finish him suggestions. Before you answer, wait a few seconds and think about what you want to say. This will show that you really are listening.
Ask interesting questions
the conversation usually starts with the typical questions, and that's fine. But why not go a little further and after the question, "How do you" do not ask, "What was there to grow?". And instead of: "What are you doing?", You ask: "Tell me what you're doing."
Asking the question, behave as if the interlocutor is now will tell you an amazing story. Maybe at first you will have to pretend to be, but over time you will begin to notice in others more interesting sides. After all, to get an interesting answer, you need to ask an interesting question.
Show that you appreciate the interlocutor
Usually it needs to accept the fact that they talk.
Asano gives the following example of its practice. One day he called to one client, to offer his services to the agency. The client immediately said that these services do not need him, because his business and so successfully developed. Asano agreed with him and said that he had read about his success in one of the leading journals, and then asked him how he managed to achieve such results. The client was pleased to accept to talk about themselves and eventually concluded with the agency Asano deal.
If Asano tried to convince the customer that he can not do without the help of his agency, nothing would have happened. Because then we would have that he does not agree with the client, and when the people feel that we are with them do not agree, they subconsciously closed and keep away from us. This is the worst thing that can happen.
Think of someone who made a good impression on you when meeting. Think about why you like this man. It is likely he will listen to you carefully, and you have the feeling that you understand and appreciate.