Selling to Skeptical Customers

Helping Customers Save Money Increses Credibility and Builds Trust

When potential customers ask you about your products or services, it’s only natural to focus your discussion on value and benefits. The problem is when customers are deciding whether to do business with you, they of course want to know about your products/services; but they also – often subconsciously – are trying to determine your motives. They may suspect you’re just trying to maximize the purchase price to serve your own needs. That’s why to build greater trust, it’s helpful to point out for your customer a few ways for them to save money on the purchase, or even suggest things they could do themselves (rather than paying you) and save even more. By demonstrating that you’re looking out for your customers’ interests, you become positioned less as a ‘salesperson’ and more as a trusted advisor.

Today’s chuckle:

On the first day of school, a Kindergarten teacher asked, “If anyone has to go to the bathroom, hold up two fingers.” A little voice from the back of the room asked, “How will that help?”

Written By Customer Service Speaker & Sales Trainer, Jeff Mowatt (original content – not AI generated)

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Jeff Mowatt is a customer service speaker, customer service & sales trainer, a business communication strategist, award-winning speaker, and best-selling author.