Lesson 7: be honest about the products or arguments flaws
This one might be a bit hard to swallow for some sales people, debaters and negotiators out there but this is one of the most powerful tools in building trust that you have.
I am not saying knock the product or argument to the point of having it un-sellable but point out one or maybe two of its weaknesses. Appear to be open and honest about the doubt you might have in what you are saying or flaws you think they may have already spotted.
Mind:
The reason for this is again on the subconscious level. You will trigger their subconscious to instantly trust you with this one and you will have been moved, in their mind, from salesperson or pushy debater to an adviser or a confidant, this is an important step.
As adviser, they are more likely to trust your opinion and your advice, even if they were the original person giving the advice. So, when you suggest the bolt on products, buying the next model up or that fracking is a cray process they will not even think it is a sales trick, you are just advising them to get the best deal for themselves or the environment they can.
Be honest about the products or arguments minor weaknesses means that you remove a very large barrier in the prospects mind on the trust factor. People do not trust salespeople and they expect the, to lie to them. So, when we are open and honest about a product or argument it takes their defences off guard.
Body:
If you watch carefully at this point they will open up slightly. They may have a slight smile on their face which will be one of relief. Their eyes will be wider open suggesting they are really listening and their general body language will be more open; arms may become unfolded, legs uncrosses and they may even lean into you in a conspiratorial way.
When you observe, these signs react to them in mirroring where appropriate. If they lean in to you do not lean back but lean in as well as if to join the conspiracy, if you lean back at this point all your hard work will be wasted.
They may start speaking quieter because they will not want anyone to be on to the secret advice you are giving them. Reflect this in your tone of voice.
Here you are building a connection or comradeship. You and them against the system
Lesson 7: be honest about the products flaws; watch their body language and reflect it where appropriate.
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