Your customers won’t come right out and ask you questions about honesty, character, and integrity. Nor will they ever consciously ask themselves. But the impression or perception they have of us will be formed in their mind by collecting answers to the following four questions. We must foster the right environment for trust.

1. What Value Do You Bring That Others Don’t?
Trust has value, but value also inspires trust. When a buyer believes that you offer superior value, they simply want to trust you more. When people want to trust, they start looking for reasons to believe. Conversely, if they’re looking for reasons not to buy, they will probably find them. The more effectively we can communicate and emphasize the value of what we bring to the table, and how those things can be used to improve their business and their personal lives, the more our customers will want to find us trustworthy.

2. What’s In It For You?”
One of the things customers often wonder is why you think they should buy, buy now, and buy from you. They wonder, “What will you get out of this transaction?” This is a very natural and normal question, but for some buyers who are suspicious, skeptical, or paranoid, it can become an obsession. Here again people listen to the things you talk about, and ask about, to ascertain where your mind and heart are at. So, we should keep our conversations and discussions on their outcomes and objectives as much as possible.

3. Are You Competent Enough To Deliver On Your Commitments?
People begin to gauge our competence in delivering on large commitments based on how we will handle small ones. Something as trivial as forgetting to send an e-mail you promised, or failing to respond with some requested information may not seem like a major offense, but in the early stages of a relationship, it may be the only indication your customer has to judge whether or not you can be trusted to manage a million-dollar project. Your customer can only make judgments based on the information that is available to them.

4. Do You Respect Me Enough To Deliver On Your Commitments?
Trust and respect are closely related and have a reciprocal effect. It’s impossible to trust someone we don’t respect, or who is not respectable, but it’s very easy and only natural to trust someone we do respect, and who we believe respects us. So, we should endeavor to earn the respect of our customers through our attitudes and our behavior, but also by showing respect to them. Your customer can only trust you to the degree to which they believe you respect them. Show respect for their time, ideas, position, property, and their views and beliefs.

Author's Bio: 

Buy Bill Stinnett's new book, Think Like Your Customer, anddownload hours of audio and video, as well exclusive articles and eBooksfrom some of the world's leading sales experts including: JeffreyGitomer, Brian Tracy, Tom Hopkins, and many others. Over $500 worth ofmaterials at no additional cost. Take advantage of this amazing specialoffer at: http://www.salesexcellence.com/offer.htm