Do you need climate control, standard drive or mobile storage?

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You can go even further than asking your sales reps if they feel trustworthy. Ask them to ask themselves if they show empathy, which helps build trust. This is a more specific question that can yield even better results.

2. Increase trust
Trust is "the quality of being trusted and believed in." For maximum success, it is important for sales reps to establish and then communicate this quality.

A great way to do this is to ask the right questions. For example, when a client says they don’t have a budget, that’s a great time to probe further. Chances are, your client does have a budget, they’re just not sure your product is right for them at that price. This is where it helps to really understand your prospect’s needs to make sure you’re not overselling them.

Carrie Thompson says, "Most people have trouble figuring out what size storage unit is right for the size of their home. Even if money is not an issue, I rarely ask what size storage unit someone needs, but instead ask what items they are storing."

By asking good questions: “Not only can I help tunisia phone number list them find a service that fits their needs and budget, but I can also build rapport and establish a relationship. I’m not just trying to sell – I genuinely care about my prospects’ needs and want the best for them.”

Another way to build trust is to prove your expertise by offering the customer free, useful information that they may not be able to find elsewhere. Ross Palmer, Marketing Manager at Lab Society , believes that deep industry knowledge is the most effective way to build trust with potential customers. He said:

"Because we sell high-tech (and very expensive) equipment, our customers look for salespeople who are true experts in their field. By demonstrating extensive industry experience (and staying ahead of industry trends), our sales team can quickly build incredible rapport with customers."

TIPS TO HELP YOU WITH THIS STEP:

Here are some examples of questions Thompson asks his potential clients:

Are you moving to a house or an apartment? How many rooms?
Are you just trying to get rid of clutter and want to save a few things?
Come up with a few questions that are relevant to your industry and potential customers, and adjust them as needed.

Also, come up with some data or tips that will make your prospects' lives easier. If you have a long sales cycle, you may want to tailor the data to each prospect. If it's shorter, come up with a one-pager you can send out that's not too salesy but contains useful information.

Rebecca Gebhardt, a direct sales and cold calling specialist, approaches her calls with testimonials and names of people the customer knows who either know Gebhardt or have bought from her.

"If I didn't have that, I would find something in common and listen to their thoughts on it," Gebhardt said. "I would need at least one common object or name to build trust. The more names and common things, the faster rapport is established."

3. Encourage pricing.
If you're not sure that your product is the least expensive option on the market, your reps may not want prospects to look for cheaper alternatives. However, if they've asked the right questions, they know that your product is the best option for that prospect. If the prospect is still unconvinced, why not let them find out for themselves?

That's exactly what Carrie Thompson does. "I know there's no one in town who can beat our prices," especially when you factor in the service.

But prospects don't know that yet. Sure, you've built some trust, but it doesn't hurt to check in. Thompson not only encourages prospects to visit other establishments, he arms them with helpful questions.

The storage industry is known for about a dozen hidden fees and undisclosed rental terms that can leave customers feeling ripped off.

"When asking [potential clients] questions during price shopping, let them know that we are not hiding anything - our property has no hidden fees, built-in rate increases, long-term commitments, etc. Not only does this subtly sell the features of our property, it continues to subtly build trust."

To do it right, however, you have to be willing to lose the sale. If price is the only thing a prospect sees, “you don’t want them as a customer,” says Thompson. “They’ll be a demanding, non-paying customer you’ll never be able to please. Wait for a customer who values ​​your service, and while money may still be important to them, it’s not the center of the business relationship.”