1. Learn How to Build Trust Quickly
Posted by Puneet
If you sales team is working hard, but you just can’t seem to generate the volume of sales you
should, you’re probably looking at all kinds of methods to increase sales. Did you know it is all
about trust? When sales aren’t completing, more likely than not, it’s because the customer
doesn’t trust you or your organization. That means you need to learn how to build trust quickly.
Salespeople who are successful have the ability to make customers feel like they are important,
and they understand just how important it is to build trust with the customer. It really has little to
do with how much you know about the product, or how well you can close – unless you can
master how to build trust quickly, you will not get the sale. Once you establish trust with the
customer, the hardest part is done, and getting the sale will get easier. Let’s look at building trust
quickly.
Adjust Yourself to the Customer’s Temperament
Research shows there are four temperament styles that people are born into – Analytical, Passive,
Expressive, and Aggressive. Each of these temperaments requires their own unique approach.
For example, if the customer is an aggressive temperament, and they are impatient, then they are
looking for a quick warm up, and a quick presentation, getting to the bottom line. Then again if
the customer is an analytical temperament they expect a long warm up, and an interesting
presentation that covers all the details.
© 2011 Apptivo Inc. All rights reserved.

2. It is easy to identify which temperament the customer is just by their body language. Learn how
to identify the four temperaments, and you will be able increase the number of sales you close,
and you will be able to do it faster.
Reading Body Language
Once you learn to read body language, you’ll be able to identify the temperament of your
customer. Body language is made up of movements, postures, and voice tones. Research has
shown that more than 70% of all communication is nonverbal.
A customer’s body language will give away their hidden thoughts. It is more reliable than the
spoken word, and it has far more impact. For example, if your customer’s words don’t match
their body language, you’d be smarter to listen to the customer’s body language to get their true
feelings.
Build trust by mirroring the body language of the customer. The mimicking of the customer’s
actions sends a nonverbal message that you are in agreeance. By understanding the meaning of
the body, you will be able to quickly build trust. Then you need to minimize the sales pressure
perception, and reading the body language you will know when to close.
Make a Favorable First Impression
Whether you want to admit it or not, first impressions really count. When you are trying to build
trust, that first impression is going to be important. That impression is going to be formed on
both on your appearance, and your attitude. Many times that first impression will be over the
telephone, or through a voice mail, so make that impression also builds trust.
Establish Credentials
Establishing your credentials will help to build trust. Make sure to give the client your business
card, the company brochure, and the product brochure. Establish your expertise, and why the
client should listen to you and trust you.
Now that you know how to build trust quickly, you’ll be able to improve your sales.
© 2011 Apptivo Inc. All rights reserved.