This is my foremost point notes about building a trust.
Building a trust is one of the step to be performed by salesperson to market the product or service.
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For more comprehensive information, read http://marketingforbeginner.blogspot.com/2014/08/effective-way-to-build-business-reputation.html
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Below are the main points:
1. The driving force in buying decision (the thing that people buy your product or service) is trust.
2. Trust makes people buy (customer decide to buy) your product regardless of price.
3. Customers do not buy solely on the product or the price. Customers buy because of seeing who is the seller. If the seller has good image (can be trusted), people would like to buy whatever he sell.
4. If you want to be a successful seller, be a trustful friend to many people.
Example:
If the prospect (prospective customer) comes, treat him as a close friend. Be a trustful friend to him. Talk to him and gain many information about him, such as his hobby, interest, etc.
Make your conversation between you and him as a conversation between friend. A trust will be built once you finish the conversation.
5. If a trust has been built (the prospective customer trust you), he will ask more question. He will hear and trust your answer and suggestion. Once you get the trust, it is easier for you to offer your product or service.
Key summary:
a. Don't talk to much, otherwise you should hear a lot.
b. Don't act like a teacher to the prospect, be a trustful friend, give him a solution.
c. Try to know the prospect through informal talk or conversation, especially knowing his general personality like hobby, interest, want, need, etc.
d. Recognize his problem and his need so that you can obtain the opportunity (offer your solution to him)
e. Write down all the important things from the prospective customer.
f. Be aware of signs of the people who decide to buy.
g. Be a friend to many people, so it's easier for you to advise them and talk to them that their problem will be solved if they buy your product.
h. Be sure you sell an original product and good quality one.
i. Salespeople who know the need of the market will win the sales.
#notesfromstudent
