Articles Tagged ‘Purchasing decisions’

Increasing Consumer Confidence

Thursday, November 29th, 2012

Have you noticed recently that your clients are reticent to make a purchasing decision?

Consumer confidence is down, and there are a few things that we can do to help them make a great decision to buy a product that they’ll love forever.

The first thing we need to do is identify where their lack of confidence comes from. Here are a few potential sources:
•Being burned when buying previously (by you or other vendors)
•They don’t trust their own ability to make decisions
•They believe the media hype
•They’re new to buying your type of product or spending that much money

Now that you have gotten in your customers shoes, now you can do three things to increase their confidence:
1.What you SAY – Use bandwagon statements that pop fear bubbles. What I mean by this is that you should tell stories about other buyers overcoming the typical fears that you feel your client may have. While telling your story, listen carefully to your inflection. Does your voice rise or fall at the end of your sentences? A falling vocal inflection exudes confidence, and your customers confidence will reflect that.
2.What you DO – If you say one thing, and then do another, will that instill confidence in your client? No! That makes you a liar. Make absolute 100% sure that you can fulfill every commitment that you have made, and trust will grow.
3.How you ACT – What is your body language saying about your confidence in yourself and your product? Check your shoulders, eye contact, hip placement, openness (no crossed arms or legs), and annoying seemingly unnoticeable habits (pen clicking, table tapping, and the like).

Customer confidence is a direct reflection of YOUR confidence as a sales person.

How do you measure up?

Jamar Cobb-Dennard

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