11 Psychology Tips to Get Prospects to Trust You Faster

A shifty, duplicitous salesperson is unlikely to have a successful career. Business leaders want to buy from people they trust. Sell a few bad deals, and an unsavory reputation will begin to precede you.

However, the majority of salespeople don't fit the slimy "used car salesman" stereotype. At the beginning of a sales engagement, most get stuck in that precarious middle ground between trustworthy and downright dishonest. The buyer doesn't have reason to mistrust the rep, but they don't exactly have faith in the salesperson either.

To become a "trusted advisor" — as so many thought leaders advocate — a rep must first gain their prospects' trust. While trust is an intangible and somewhat slippery metric, there are still some concrete actions salespeople can take to build rapport with buyers and win their faith faster.

Here are 11 psychology-inspired tips to help you build trust with buyers in a snap.

1.提供社会证明

The bandwagon effect causes people to adopt trends and ideas because others are adopting them (think pet rocks, or more recently, yoga pants). When we see other people -- especially those we trust -- vouching for something by wearing it, using it, or talking it up, it colors our opinion of the object in question.

Harness the power of the bandwagon effect and social proof by soliciting LinkedIn recommendations from current or former customers. Did you help a client achieve incredible results, or earn a promotion? Ask them to write up a brief paragraph about your work together and share it for all to see on your profile page. Prospects coming to you cold might warm up to you a bit after reading a few glowing endorsements (especially if they know or share common connections with your referrer).

2.建立你的信誉

人类自然会惧怕未知。当我们仍然是猎人和收集者时，这有助于我们没有被一系列可怕，尖锐的动物吃掉。灌木丛以一种威胁性的方式沙沙作响吗？也许我们应该慢慢接近它，而不是用棍子大声喊叫。

Today, our chances of being devoured by a lion have greatly decreased, but our odds of being screwed over by a vendor have not. Hence, buyers are wary to trust salespeople whose credibility hasn't been proven. Providing hard data about results you've helped drive in your introductory call can do a lot to disarm the prospect, and inch closer to trust.

3.看着他们

Maintaining eye contact when speaking with someone face-to-face is an important form of nonverbal communication, especially when building trust.

According to theJournal of Small Business Strategy, eye contact may help increase the level of motivation in those you’re speaking to, making them more likely to trust what you’re saying and increasing confidence in taking instructions.

However, staring directly into your prospect's eyes for your entire meeting is bound to make them feel uncomfortable. Try maintaining eye contact for seven to 10 seconds at a time to communicate trustworthiness and confidence.

4. Bring Up Bad Experiences

Has your prospect been burned by another vendor in your space? Encourage them to talk about the experience, and how it's affected their ability to trust salespeople.

这似乎是违反直觉的，但是挖掘潜在客户的负面情绪可能会为您的信任铺平道路。通过探究以前的代表失败的何处，您可以向买家做出完全明智的承诺，即您不会走同样的道路。

A心理学今日文章还指出，人们根据与小时候的主要照顾者的关系而天生或多或少地信任。您不需要（也不应该）陷入买家的童年问题，但是如果您感觉自己正在与一个自然不信任的人打交道，您可能会轻轻地让他们意识到这种倾向。

文章指出：“因为我们的心理表征是自动的，而不是有意识地感知的，因此我们可以通过使事件和行动的影响来打击他们对事件和行动的影响。”换句话说，通过将不信任的趋势带到表面上，您可以帮助买家重新评估他们如何看待您和您的公司。bob全站app

5. Eliminate Decision Fatigue

Today, consumers have access to nearly any piece of information to support buying decisions at their fingertips. Though that may seem like a positive, it can be daunting for buyers. As shared byGartner，对于许多消费者来说，访问过多的信息是压倒性的。实际上，当客户收到与购买决策有关的太多信息时，他们是153% more likely进行比计划的较小的购买。

帮助您的客户浏览这种情况，并通过提供帮助客户评估与他们的购买决策相关的相关信息，而不是仅向他们投入更多信息，从而消除了决策疲劳，而是让他们自己分类。为此，请着重于简化您与买家分享的内容，并在得出自己的结论时支持他们。

6.利用FOMO

When making the case for a sale, your buyer may bemore motivated by what they will miss通过不接受要约，而不是通过从您那里购买的东西获得的收益。如果是这样的话，就会产生一种FOMO或害怕错过的感觉，可能是您的销售策略的有效策略。

Use FOMO to your advantage by creating a sense of urgency or scarcity when making the sale. Whether that’s by sharing your offer is only available for a limited time, or offering special pricing within specific terms, helping your buyers remember what’s at stake if they don’t take action can be a powerful motivator.

7. Be Consistent

Unflinching, total trust isn't built in a day. It takes days, months, or even years of proving yourself to earn someone's faith. But what if you only have a two-minute long cold call?

Regardless of the length of time, consistency is a key factor in building trust. Over the long-term, you should deliver on the terms of your client's contract and follow up on any promises you made during the sales process. However, you can also establish credibility in the super short-term.

For example, many salespeople start their cold calls by saying "This will only take five minutes." And yet, they talk on and on. Pretty soon a half-hour has gone by. The call ends only when the prospect hangs up.

这是不一致的行为。如果您说您只想聊天五分钟，请聊天五分钟。当您自己安排并立即以五分钟的标记停下来时，买家知道您的意思是您说的话，尊重他们的时间和信任的种子已经种植。

8. Put Your Faith in Them

在a业务内部文章Well Say Inc.总裁Darlene Price建议“您决定 - 我相信您的判断”一词，以建立信任。为什么？因为证明您对潜在客户的信任会鼓励他们信任您。

The underlying psychological phenomenon here is known as thePygmalion effect, or the idea that positive reinforcement promotes a positive behavioral response. Researchers Rosenthal and Babad who coined the term in 1985 describe the effect as, "When we expect certain behaviors of others, we are likely to act in ways that make the expected behavior more likely to occur."

So if you think someone is trustworthy, you'll treat them as such. And because you treat them like they're trustworthy, they're more likely to reciprocate.

9. Be Competent

This is a no-brainer. If you're not good at your job, prospects won't trust you — and quite honestly, they shouldn't.

So what does it mean to be a competent salesperson? Here's a brief list of foundational skills you should master:

• 待命的研究
• Asking the right qualification questions
• 听买方,旋转的谈话according to what they care about
• Crafting thoughtful answers to objections and having them at the ready
• Presenting tailored demos
• Knowing when to close, and doing so effectively

如果您在这些领域之一中弱了，请向您的经理寻求帮助或寻求额外的培训。

10. Demonstrate Genuine Concern

信任通常会促使人们分享有关其生活的个人详细信息，或泄露不公开的信息。我怀疑如果他们不认为听众会在乎或至少同情，他们会这样做。

According to theAmerican Psychological Association但是，同理心通常感觉像是艰苦的工作，但是，在销售中对客户的同情是值得的。最好的销售人员关注的是帮助他们的买家最重要的是，他们的真正兴趣和同理心偿还了买方的信托。

11. Smile

Trust is a serious topic, but that doesn't mean you have to look dead serious when you're trying to get people to trust you. In fact, an overly somber expression might have the opposite effect.

在an experiment在受托人和潜在的发件人之间，被认为更真实的微笑对发件人对谁信任和汇款的看法产生了强烈的影响。在与潜在客户交谈时，提供真正的微笑和开放的肢体语言可能会有很长的路要走。

Again, trust isn't built in a day — but the foundation for trust can be. Employ these tips to get to trusted advisor status with your prospects faster (and increase your sales in the process).