Building Trust in Sales: The Power of Silence
Want to be seen as a trusted advisor? Well, remember, silence is golden.
It can be tough for us in sales to be seen as trusted advisors. Especially when we’re so chatty and quick to engage our prospects at every moment of the conversation. To build trust in sales, you need a different approach. It’s not a tennis match, so why not do what I do?
When you ask a customer a question and they answer, resist the urge to immediately comment on their response. Instead, just sit in silence until you have another question. By not revealing your reaction to their answers, your opinion becomes more valuable to them, and they get more curious about what you think. This curiosity is often the beginning of being viewed as a trusted advisor.
Silence gives your prospects the space to think and reflect on their responses – and to wonder what you are thinking as well. It shows that you are genuinely listening and valuing their input. This can lead to deeper and more meaningful conversations, which are essential for establishing trust.
3 tips to enhance trust in sales:
- Really Listen: Pay close attention to what your prospect says without interrupting. Show that you understand with a nod or with brief affirmations, but do not jump in with your own opinions too quickly.
- Be Curious: Ask questions that show you are genuinely interested in their needs and concerns. Thoughtful questions can help uncover deeper insights and demonstrate your commitment to helping them find the best solution.
- Be Patient: Give your prospect the time they need to express their thoughts and concerns. Rushing the conversation can make them feel undervalued.
Incorporate these techniques to foster a sense of trust and respect in your sales interactions. Remember, the goal is to be seen as a trusted advisor, someone your prospects can rely on for honest and valuable advice.
Gaining trust in sales is about more than just talking—it’s about listening, understanding, and valuing your prospect’s input. Embrace the power of silence and be thoughtful in your interactions, and you can establish yourself as a trusted advisor to your prospects.
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