Loyalty is gained from the first seconds of communication. First time. But it is a mistake to believe that if everything was said the out
Build Trust In Customers
What Needs To Be Done To Build Trust. How To Gain Trust.
Every time we communicate with the Customer in person or by phone, we sell not just products or services - we sell ourselves ... and don't be afraid of this expression, but it really is ...
The first and most important feeling about what we offer, about the company we represent, the Customer creates by evaluating the manager’s representative. The fate of the deal is largely determined in the first seconds of communication. By the end of the meeting or conversation, the buyer will finally decide whether he trusts the manager and the company behind him or not.
What is honesty? Why do we trust a person, but not a person, and nothing can be done about it?
Perhaps, the history of this issue goes back even centuries, but millennia. In the past, even for an old man, when leaving a cave was as dangerous as walking in hostile places by a fireplace, it was very important to determine for a moment who was in front of him: a friend or an enemy. The danger was represented by everyone, not only wild animals but also people from neighboring tribes. And not the thickness of the wallet, but the life itself depended on the speed of impact.
Who do we really trust? Who do we recognize as “ours”?
Let's try to look at this question in a contradictory way, as mathematicians say. In human society today, there is a great deal of discrimination: racial, religious, national. These events have the same roots - we treat without the conscious faith of those who are not like us. But even within the framework of generally accepted opinion, there is a broad field of implementation of this principle: middle-class people have serious doubts, for example, towards the oligarchs - after all, behind this, in fact, there is it is not jealousy, which educated and civilized people are able to deal with. The same plan "friend or enemy" was written in the mind of the old man.
Build The Trust
The Interaction Belief
But Is It Really Possible To Do Something About This, If The Fate Of The Contract Depends On Calling The Interaction Belief?
Yes, you can. In addition, it is important to act at a specific level, because this is a deep layer, inserted genetically, that no logical explanation will work. And this can be learned.
One by one of our teachers, Professor MR Ginzburg, told us the following story during a seminar. At a student's wedding in those distant years, while he was still reading to himself, friends gave him and his wife a pot of salt, 16 kilos - because, according to a Russian proverb, this is the level at which you need to eat with someone to get to know someone better. . This salt expired just two years later ... and the following passage immersed in our hearts forever: "But when you meet a Client, you have one, two minutes high for everything. If you do not find trust this time, then you will never win."
To act quickly, you need to know what to do and how to do it. Therefore, our goal is to gain the Client's trust in the first minute and maintain it throughout the communication. We suggest that you always proceed as follows.
If people believe the same as themselves, if only they think the same as their own "themselves", then already in the preparatory stage of the conversation we take the first step: we choose clothes. Many people believe that a manager should always wear a formal suit. Others, focusing on their company's creativity (as if creativity is based on clothing), come to work in jeans. All are strict because the employee's dress code should depend, first and foremost, on the person with whom he or she will be in contact. If a manager comes to a meeting in an office where everyone is dressed in black and white and even buttons - even now for a funeral, and is in a big sweater and brown pants, he will not be taken seriously. On the other hand, when a "black man" approaches us on the street with a package in his hand and offers something, we are not only ashamed of his intervention, but also of his indifference to others. These are extreme examples. But in the same way, the difference will be obvious if somewhere special the manager wears a suit from the market, and his customers wear clothes from the boutique.
The opposite is also obvious: in a successful, but the modest company, it is possible that a Rolex watch in the hand of a sales representative may upset the director rather than facilitate the establishment of a relationship. Isn't it? Conclusion: The appearance of the manager must first be based on the situation and the communication that will be implemented. This is the first and foremost step in becoming "your own".The difference would be obvious if somewhere special the manager wore a suit from the market, and his customers wore clothes from the boutique. The opposite is also obvious: in a successful, but the modest company, it is possible that a Rolex watch in the hand of a sales representative may upset the director rather than facilitate the establishment of a relationship. Isn't it?
Conclusion: The appearance of the manager must first be based on the situation and the communication that will be implemented. This is the first and foremost step in becoming "your own".The difference would be obvious if somewhere special the manager wore a suit from the market, and his customers wore clothes from the boutique. The opposite is also obvious: in a successful, but the modest company, it is possible that a Rolex watch in the hand of a sales representative may upset the director rather than facilitate the establishment of a relationship. Isn't it?
Conclusion: The appearance of the manager must first be based on the situation and the communication that will be implemented. This is the first and foremost step in becoming "your own".it is possible that a Rolex watch in the hand of a sales representative may upset the director rather than facilitate the establishment of a relationship. Isn't it? Conclusion: The appearance of the manager must first be based on the situation and the communication that will be implemented. This is the first and foremost step in becoming "your own".it is possible that a Rolex watch in the hand of a sales representative may upset the director rather than facilitate the establishment of a relationship. Isn't it? Conclusion: The appearance of the manager must first be based on the situation and the communication that will be implemented. This is the first and foremost step in becoming "your own".
A meeting was held. I’d like to do one more on this, and you don’t have to trust us - it’s enough to look at it carefully. Two men are walking down the street and talking to each other about something interesting. Do they agree with each other or not? It's very simple: if their poses are similar and even symmetrical, if they move in sync, then most likely they are. If not, there is no doubt that they are arguing about something. Perhaps this is due to the fact that at the time there was no man at all, but there was an animal - monkeys? - was not just an animal, but a creature of the group. The one-off flight caused the immediate effect at the same time as that of those around him. Curiosity, aggression, calmness, whatever is infected. We have not gone too far from this - everything that was stored in us at the genetic level. What prevents us from using it: living in the same way as the Client? And this means: take the same posture, do the same movement and watch its dance.
In our time, a lot of literature has been written about poses. Everyone knows hand positions “open” and “closed” and so on. What if the Client is made clear from us?
Staying against the open palm? Yes, in this way you can give a signal about your "purity of mind". And, unfortunately, create an immediate boundary between the manager and the client. And most importantly, any position that is considered artificial, whether we want it or not, will still not only provide "transparent" signals but also is not uncommon. When someone in front of us is acting in such a way - tired - this not only does not give confidence but, as a rule, this is followed by deterioration.
What to do in such a situation? Many authors offer to expand a particular type of document. Okay, this will force the Client to change the position - but what? Will that change the perspective? We recommend another option, which is a little faster and therefore more convenient. We accept what it is - in vague form, we take the same position. And, when we succeed honestly and anonymously, we come out of the open space ourselves. In general, if done correctly, the client will follow us. If not, this does not mean that nothing has worked - it's just that we have not yet reached the required level of trust. We continue to work.
The manager's job is as follows. From the first few seconds, take the same position as the Client. Move and speak in the same way and at the same speed. And even more so: aerobatics at this stage will be breathing in the same dance. For this, signal beacons can be used as the folding of the folds, small movements of the nose, abdomen, chest, and so on are personal, and this requires learning. Controlling interactive breathing opens up another amazing opportunity. Experience shows that the pronounced passage on the interactive breath is subjected to very little processing. You can’t make a whole presentation on the breath. And what about the last paragraph, the most important thing?
There is also the other side to the medal of invisible mirrors of interaction: when we repeat a person's movement and dance, getting used to the shape of his image, we ... one way or another, we follow him, its effects. And it is important to get feedback during all communication.
It is believed that about ninety percent of the information we receive in the process of "non-verbal" communication - through posture, voice, and so on. We do not know how to reconsider and prove this - let it remain in the conscience of the researchers. At the same time, the technical use of "non-verbal" correction techniques for interaction, when it becomes a habit, not only improves the relationship between the client's manager but also greatly affects the relationship with anyone, even in the family - and this has been proven.
However, favoritism and “external” techniques should not, however, completely distract us from WHAT and HOW we say. And the next step will be to show the Client that the manager is equal to him, "his", not only externally, but also internally. It is even easier to do this. It is enough to be very careful about the keywords and phrases of the interaction. If the conversation takes place over the phone, then who is stopping us from writing something on paper?
The basic question is that by the same words we mean completely different things - based on our personal experience.
Is the plan profitable? Big company - is it revenue from XXXXXXX dollars or are they, employees, from XXX employees? In the first few minutes of the conversation, we still haven't had time to clarify the matter. Collecting information about the Client is the next step when a trust relationship has already been built. In the beginning, our strong weapon is the use of our own opinion of the Client, whose access we gain by speaking to him in his own language.
In the process of promoting communication, we strive to move to the next stage of the relationship: one way or another, learn about Customer values.
And we join them, we accept them. Is family important to him? The big business he created? Better too. Is there a gathering in the office? It is also good. The more we learn about a person, the more and more “unfortunate” opportunities we have to become like him. Have you traveled a lot? I was also here and there. Are you a fisherman? But my friends also invited me last year ... What? Do you have a picture of your family on your desk? I also have children. We can graduate from the same university, play the same game, be of the same nationality, be born in a city of water, play the same musical instrument, collect the same thing - last year US dollars. In addition, we can have (and certainly will have time to talk) the same goal, for the reason that we do all this, and the exact same principles that we all adhere to.
The relationship between the client and the manager can only be built on one level, evenly.
We have never seen a great connection between the great buyer and seller of the Chaldeans. And the opposite relationship, when the client had to act as a petitioner, died along with socialism. So, in order to gain trust, and with it a profitable contract, the best way to build a relationship equally. And this is another level of "adjustment" for the Client - to show respect not only to him but also to us, to show that we all have the right to identify ourselves equally.
So, what do we get in general?
Because of being “ours” to someone, first of all, we look, move, and even breathe like him. Second, we speak in the same words, we focus on that precious dimension, and we experience life with similar interests. Third, we treat ourselves with the same respect as him, we are the same person as him. But that is not all, and this is not the limit.
We proceed from the fact that we cannot "cheat" our Client - this is not a business. We want to do our job in a way that our company and Customer, so that these two sides can benefit. And this opens up another opportunity for us to build relationships: we are equal to Him, which is our ultimate goal, in our mission! And if we have one message, then we get trust and a better opportunity for more interaction. When we in one way or another let the Customer know that we have a final goal with him - what could be better and more important to end the agreement in the future?
This article describes many, but not all, parts of joining and modifying interactions. But already it may seem very difficult to track all of this at once.
There is one simple trick to embracing size. As these techniques are learned and implemented individually, you can try the following.
In the process of contacting the Client, somehow create some kind of image for your own relationship. In addition, it is not necessary just to visualize - for example, that we are one image from the film or that we are covered by one common purple glow, as one of our study participants thought. Perhaps it would be more appropriate for someone to sing with the Client in the same choir or to play at a concert in the same rock band - this was an inner example of someone who tried himself in music in his youth. Or the idea of something physically connected being a single system connected to unity. In most cases, such an image will suffice for our brain, even when we do not see it, to do all this work for us - to embrace this greatness without any effort on our part. He has the power to do that!
Loyalty is gained from the first seconds of communication. First time. But it is a mistake to believe that if everything was said at the outset, it would be impossible for you to forget about it in the future.
Yes, the first impression is more important. But in order to go through all the marketing steps, gather important information in the future, hold a good presentation, make objections, if any, and volunteer to finish the program at the end, a state of trust must always be maintained. That is, moreover, in the process of conversation, continue the same adjustment of posture, movement, breathing, voice. Share the same faith, the same desire, and so on.
How can you learn all this? You can take special training. But the most important thing is to start focusing on these details. And coaching, coaching, coaching ... And never cease to wonder when relationships at work, and not only with Customers, but also with managers and assistants, at home, and even with the youngest children, will be better and better every day. - believe more and more.
Get to know the person and his behavior. Most of all, people have faith in those who are like them. Start by looking for the same interests. If you can, learn as much as you can about that person's favorite place. The soul mate is more likely to believe in secrets and mysteries, let them go deeper into their souls. So, if there is no common interest, they create it. This is how breastfeeding students and academic students at the university benefit from it. Yes, they are interested in this subject and know how to tell the teacher about their interests. They have a lot to learn. So you learn to show unobtrusively your sympathy for interactive comments. In addition, try to imitate the personality traits of the interaction, because not only interests are important, but also your essence. A coward is more likely to trust a coward, the person who decides is likely to trust the same person who decides.
Think about your intentions. You can only try to get honest in the case when you wish the person well. You cannot use such methods to hurt or exploit someone - and do not pay for your time and attention to the services provided. The truth is that it is a betrayal that people have no tendency to forgive. They also retaliate with harshness and cruelty for betrayal. So think about why you need trust.
·Correct mistakes, or how to gain the trust of a boy
It is easier to gain confidence in your interactions if during the conversation it turns out that you have a common interest in him. You just start communicating with someone on your favorite common topics, free yourself and keep talking like old friends or even friends.
This method works with skilled traders who try to initiate conversations in the direction of the "victim". If we are going to focus on this technique in a pair of "with a woman", then you need to be careful. Dear friends, if you tell the other person that you are also crazy about football, hockey, queues, and Metallica, then you may not believe it.
The fact is that the tastes of women and men vary. Women like to watch movies, talk shows, and listen to lighter music. And men prefer action movies, sports, and heavy music. Of course, there are exceptions to this rule, but that is another question.
Let’s say your interaction likes Tolkien’s books. He has already read all his works and watched all the film edits. Knowing this, you can build a relationship with someone without difficulty. Say it naturally, as if it were normal, that you recently read the author's last work from the "Lord of the Rings" column and you really liked it. In fact, if you are not a true Tolkien fan, then be prepared to talk about idols in advance: read a few books and watch at least one film scene. Alternatively, you can get a Star.
Together with you, it will be if you love Tolkien very much and follow the new truth associated with himself. So you will enter faithfully with the man faster. In addition, if you surprise someone with new facts from the author's life, he will be very grateful. And if you also get a full version (of the director) of his favorite movies and rare interviews or get tickets for his favorite events, you will be doing a great favor to that person. In the future, this person will not be able to refuse to respond to your request.
In fact, the Tolkien model is just a special case. But, in general, the picture is the same: you gather information about the interesting aspects of the interaction and try to impress him with your knowledge in one place. That is the whole secret.
Relationships in couples, especially in the beginning, are always very difficult. Even if from the first minute of friends you sympathize and love each other, in the depths of your soul, there is still seriousness. This applies especially to those who have already experienced the betrayal of a loved one and, as the saying goes, burn in the milk, dive into the water. In order for your relationship to reach a new level, you need to win the trust of your partner, prove to him that you truly love him.
If you are together if this is the one you have chosen
According to experts, targeted marketing campaigns simultaneously increase the sales rate by an average of 20-40%. Consistent sales growth can only be achieved through hard work, their purpose is to prove that not only services or products, but also the company as a whole, deserves trust. How to create for potential customers the idea of a high-quality product or service and eliminate their suspicions of corporate infidelity?
Business Is Not Events But Teamwork
James Sege (author) from Nairobi on September 26, 2021:
in order for a business 2b sufficient, you need to build trust not only for the customers you attend to but also to the people and team you're working with.
JP Carlos from Quezon CIty, Phlippines on September 26, 2021:
Kurt Lewin posits that our behaviors are a function of our experiences and perceptions. It just shows how important our previous encounters are in determining the level of trust we can give a person. As a customer service provider, we don't just sell our products and service, rather, we have to help dispel any reconceived negative notions our clients may have. This is why some sales persons are better than the others - they can gain the person trust and more importantly maintain it.