11 psychological tips to gain customer trust

Do you know that by using simple psychological techniques, you can increase the relationship with the customer and gain their trust?

A flexible salesperson is unlikely to have a successful career. Business leaders want to buy from people they trust. If you make a few bad trades, the lost credit starts before you. At the beginning of sales interactions, most people walk the fine line between being trustworthy and not being honest. Although the buyer has no reason not to trust the sales representative, he does not trust him completely. To become a “trusted advisor” – as many leaders think – a representative must first gain the trust of their client. While trust is an intangible and somewhat slippery measure, there are still concrete steps sellers can take to build relationships with buyers and gain their trust more quickly.

Here are 11 tips inspired by psychology to help you build trust between yourself and your buyers in no time.

How to make customers trust faster?

• Provide social proof
• Build your credibility
• Make eye contact with them
• Bring up bad experiences
• Eliminate decision-making fatigue
• Leverage FOMO
• be consistent
• Make them believe in you
• Be competent and competent
• Show your genuine concern
• Smile

11 tricks on how to win customers’ trust

1- Providing social approval

Usually, when people realize (or are instilled in them) that many other people believe in an idea, the probability of them accepting it without thinking increases a lot. This effect is called the bandwagon effect. The bandwagon effect causes people to adopt trends and ideas because other people do. When we see other people – especially people we trust – vouch for something by wearing it, using it, or talking about it, it colors our opinion and idea of the item in question.

Leverage the power of Chariot’s influence and social proof by asking for LinkedIn recommendations from current or former clients. Did you help a client achieve incredible results or improve? Ask them to write a short paragraph about the impact of working with you and share it on your profile page for everyone to see. Your cold customers may warm up a bit after reading a few glowing testimonials (especially if they have a relationship with your customer).

2- Create credit for yourself

Humans are naturally afraid of the unknown. It helped us not to be hunted and eaten by scary and predatory animals while we were still hunters. Is that bush rustling in a threatening and suspicious way? Maybe we should approach it slowly instead of running with sticks and shouting.

Today, our chances of being hunted and eaten by a lion are greatly reduced, but our chances of being hounded and hunted by a salesman are not. Hence, buyers are cautious and don’t trust unproven sellers. Providing data on the results that helped you excite the customer in their initial call or meeting can do a lot to soften customers and instill a little more trust.

3- Look into their eyes

Maintaining eye contact when talking face-to-face is an important form of non-verbal communication; Especially when building trust. According to Small Business Strategy Magazine, eye contact may help increase motivation in the people you’re talking to, making them more likely to trust what you’re saying and increase confidence in following directions. However, staring directly into all possible eyes for the entire session will make you feel uncomfortable. Try to maintain eye contact for seven to 10 seconds at a time to establish trust and confidence.

4- Bring up bad experiences

Are your chances of getting a customer burned by another seller in your space? Encourage them to talk about the experience and how it affected their trust in vendors. This may seem counterintuitive, but looking for your possible negative emotions can give you the foundation to trust. By exploring where specifically the previous agent let them down, you can make a very conscious promise to your buyer that you won’t go down the same path.

A psychology paper also points out that people trust their primary caregivers more or less based on their relationship with them in childhood. You don’t have to (and shouldn’t) address your buyer’s childhood issues, but if you feel like you’re dealing with a naturally distrustful person, you might be able to gently make them aware of this tendency.

The article states: “Because our mental representation is automatic and not consciously received, we can deal with events and reactions with full awareness of how we interpret them.” In other words, by bringing distrustful tendencies to the buying surface, you may help the buyer reevaluate how they perceive you and your company.

5- Eliminate the fatigue of decision-making

Today, consumers can access almost any information they need to support and ensure the product they want to buy, just by touching their fingertips and searching. Although this sounds positive, it can be daunting for buyers. Access to so much information is overwhelming for many consumers. When customers receive too much information about the product they want to buy, they are 153% more likely to make a smaller purchase than planned.

Help your customers navigate this scenario and eliminate decision fatigue by letting them do it themselves and helping them figure out the product information themselves instead of just giving them more information. Evaluate what you want to buy. To do this, focus on simplifying what you share with your buyers and support their decision to buy.

6- FOMO lever

When preparing to sell, your buyer will be more interested in what they have to lose by not accepting the offer than what they can gain by buying from you. In this case, creating a sense of FOMO or fear of missing out can be an effective tactic for your sales strategy. When selling, use FOMO to your advantage by creating a sense of urgency or scarcity. Whether your offer is only available for a limited time or offers special pricing under certain circumstances, it helps shoppers remember what’s at stake if they don’t take the deal and can be a powerful incentive to buy. be a deal

7- Be steadfast

Don’t worry, complete trust is not built in a day. It takes days, months, or even years to prove yourself to earn someone’s trust. But what if you only have a two-minute cold call? Regardless of the duration, “consistency” is the main factor in building trust. In the long run, you need to deliver the terms of the contract to your customer and follow through on any promises you made during the sales process. However, you can also build credit in a short amount of time.

For example, many salespeople start their cold calls by saying “This will only take five minutes” and yet they talk for more than 5 minutes and before long it’s been half an hour and the call just hangs up. that the customer hangs up. This behavior is inconsistent. If you say you’d like to talk for just five minutes, just talk for five minutes. When you take your time and quickly end the conversation after five minutes, the buyer knows what you mean; You respect his time and the seed of trust is planted.

8- Transfer your faith to them

They recommend the phrase “You decide – I trust your judgment” as a way to build trust. Why? Because showing your trust to a prospective client will encourage them to trust you.

The underlying psychological phenomenon here is known as the Pygmalion effect, or the idea that using positive force and means produces a positive behavioral response. The Pygmalion effect refers to a psychological phenomenon based on which people show direct reactions to the level of expectations of others. For example, if a teacher believes that a child is slow-witted, the child himself also believes and learns slowly, at the same time, the opposite is also true, and if high expectations are placed on someone, he will increase his efforts to achieve such expectations. Researchers Rosenthal and Babad, who coined the term in 1985, describe this effect as: “When we expect certain behaviors from others, we are likely to act in ways that are more likely to elicit the expected behaviors.”

So if you think someone is trustworthy, you will treat them that way. And because you treat them like you trust them, it’s more likely that the feeling will be reciprocated and they’ll trust you.

9- Be worthy and competent

This is a no-brainer. If you’re not good at your job, clients won’t trust you – and frankly, they shouldn’t either! So what does a qualified seller mean?

Here is a short list of basic skills you should learn:

• Pre-call research
• Asking appropriate questions to check the level of competence of the person
• Listening to the buyer and focusing conversations around what’s important to them
• Creating thoughtful and predetermined responses to objections and being prepared for objections
• Provide appropriate demos
• Knowing when to close and selling effectively during work hours

If you are weak in any of these areas, ask your manager for help or additional training.

10- Show your real concerns

Trust often leads people to share personal details of their lives or divulge information not publicly known, and I doubt they would have done so if they thought their listener wouldn’t care or at least sympathize. According to the American Psychological Association, feeling empathy is often hard work, however, it’s worth the effort in empathic selling. The best salespeople care about helping their buyers above all else, and their genuine interest and empathy are rewarded by the buyer’s trust.

11- Smile

Trust is a serious matter, but that doesn’t mean you have to look serious when you want people to trust you. An overly sleepy tone and body language can backfire. In an experiment between trustors and senders, smiles that were perceived as more genuine strongly influenced senders’ opinions about trusting and buying from them. Presenting a genuine and genuine smile and open body language can go a long way in talking to people.