Trust is the absolute confidence in another person. Building trust is a process that continues throughout the sales. The more buyers trust you the more likely the sale. The keys to building the high trust include:

First Impression

What your buyer’s mind processes in the first two seconds of meeting you is so vivid, that it takes another four minutes to add another 50% to the first impression. To make a great impression:

• Be on time 

• Smile

• Offer a firm handshake

• Repeat buyer’s name(s)

• Look sharp, but don’t over-dress 

• Pronounce names correctly (and often) 

• Treat children and pets with respect 

• Give sincere eye contact

Your eyes are the only part of your central nervous system capable of direct contact with the buyer. Powerful stuff.

Enthusiasm

Buyers trust consultants who are sold on what they’re selling. Enthusiasm is a package of excitement, warmth, and willingness to give buyers exactly what. Your buyer’s enthusiasm will never be higher than yours, so if you’re not excited about selling, they won’t be excited about buying. Show enthusiasm:

• “I see…” 

• “Wow…” 

• “This is exciting…” 

• “You’re going to love this…” 

• “What makes this special is...”

Listening

Listening builds trust. Start by asking questions that allow buyers to tell about themselves, their desires, and concerns … then be quiet. Pause two seconds after the buyer stops speaking.Listening requires remembering. Give yourself total recall by taking great notes. The more buyers see you writing what they’re saying the more trust builds.Position yourself so you can watch your customer’s mouth and eyes.