{"id":2775,"date":"2020-11-24T10:26:14","date_gmt":"2020-11-24T15:26:14","guid":{"rendered":"https:\/\/jeanpierrelauzier.com\/wpn\/etablir-client-haut-niveau-de-confiance-lors-dune-entrevue-de-vente\/"},"modified":"2020-11-24T20:33:39","modified_gmt":"2020-11-25T01:33:39","slug":"etablir-client-haut-niveau-de-confiance-lors-dune-entrevue-de-vente","status":"publish","type":"post","link":"https:\/\/jeanpierrelauzier.com\/en\/etablir-client-haut-niveau-de-confiance-lors-dune-entrevue-de-vente\/","title":{"rendered":"HOW TO BUILD TRUST WITH CLIENT"},"content":{"rendered":"<div  class='av-hotspot-image-container av-kgu7t4x1-012fbd716e569fe9031f0a0ee3ceb4fc  avia-builder-el-0  el_before_av_section  avia-builder-el-first  av-hotspot-numbered av-mobile-fallback-active  av-non-fullwidth-hotspot-image'  itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" ><div class='av-hotspot-container'><div class='av-hotspot-container-inner-cell'><div class='av-hotspot-container-inner-wrap'><img decoding=\"async\" fetchpriority=\"high\" class='wp-image-2700 avia-img-lazy-loading-not-2700 avia_image' src=\"https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-49.jpg\" alt='Confiance du client envers un vendeur' title='Sans titre (49)'  height=\"600\" width=\"1900\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-49.jpg 1900w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-49-300x95.jpg 300w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-49-1030x325.jpg 1030w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-49-768x243.jpg 768w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-49-1536x485.jpg 1536w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-49-1500x474.jpg 1500w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-49-705x223.jpg 705w\" sizes=\"(max-width: 1900px) 100vw, 1900px\" \/><\/div><\/div><\/div><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfpx2wb9-4684abf8a89175cdf08da6eaef284c28\">\n.avia-section.av-kfpx2wb9-4684abf8a89175cdf08da6eaef284c28{\nbackground-color:#32323b;\nbackground-image:unset;\n}\n<\/style>\n<div id='av_section_1'  class='avia-section av-kfpx2wb9-4684abf8a89175cdf08da6eaef284c28 main_color avia-section-small avia-no-border-styling  avia-builder-el-1  el_after_av_image_hotspot  el_before_av_textblock  avia-bg-style-scroll container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2775'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfpx3arj-cc1675fe5916de4ac3465f5c91df8c32\">\n#top .av_textblock_section.av-kfpx3arj-cc1675fe5916de4ac3465f5c91df8c32 .avia_textblock{\ncolor:#b7b7bc;\n}\n<\/style>\n<section  class='av_textblock_section av-kfpx3arj-cc1675fe5916de4ac3465f5c91df8c32 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock av_inherit_color'  itemprop=\"text\" ><h1 class=\"entry-title\">HOW TO BUILD TRUST WITH CLIENT<\/h1>\n<\/div><\/section>\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div><div id='after_section_1'  class='main_color av_default_container_wrap container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2775'><div class='entry-content-wrapper clearfix'>\n<section  class='av_textblock_section av-kgsc9mbn-040c3a791f6dedb432410d96b33de73c '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><header class=\"entry-header\"><\/header>\n<div class=\"entry-content\">\n<p>After meeting with a prospect, have you ever had the gut feeling you weren\u2019t able to establish a climate of confidence, and that was why they didn\u2019t buy? If your answer is yes, do you believe you can do something to improve the situation? Some people will say nothing could be done. There just wasn\u2019t any chemistry between you. But I disagree, because you can almost always do something to build more trust.<\/p>\n<p>First, it\u2019s important to know that one person\u2019s trust in another is based on\u00a0<strong>feeling<\/strong>, an impression or perception \u2013 meaning something intangible \u2013 and is not based on anything rational or logical. Studies have shown that 15% of a customer\u2019s trust in the vendor comes from the vendor\u2019s technical competency, and 85% from the vendor\u2019s human qualities \u2013 the feeling the customer picks up from the salesperson.<\/p>\n<\/div>\n<\/div><\/section>\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfpx2wb9-7825c5a22811a592e5089f002859456b\">\n.avia-section.av-kfpx2wb9-7825c5a22811a592e5089f002859456b{\nbackground-color:#efefef;\nbackground-image:unset;\n}\n<\/style>\n<div id='av_section_2'  class='avia-section av-kfpx2wb9-7825c5a22811a592e5089f002859456b main_color avia-section-small avia-no-border-styling  avia-builder-el-4  el_after_av_textblock  el_before_av_section  avia-bg-style-scroll container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2775'><div class='entry-content-wrapper clearfix'>\n<section  class='av_textblock_section av-kgsc9mbn-040c3a791f6dedb432410d96b33de73c '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p>To build trust effectively, this approach must be natural and authentic \u2013 your primary sentiment must be the\u00a0<em>sincere<\/em>\u00a0desire to help clients and contribute to their success. This proven method is used by the master salespeople who get outstanding sales results.<\/p>\n<p>In this column, I\u2019m proposing a structured, seven-step sales interview approach that will let you build more trust with your customers, especially during the initial encounters.<\/p>\n<\/div><\/section>\n\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div><div id='av_section_3'  class='avia-section av-4rn7-8e098a6782072b4520c045d9ddd6a6fc main_color avia-section-small avia-no-border-styling  avia-builder-el-6  el_after_av_section  el_before_av_one_third  avia-bg-style-scroll container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2775'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-40h5-63b7e5a50dbc1b7af6da600e4005e807\">\n.flex_column.av-40h5-63b7e5a50dbc1b7af6da600e4005e807{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-40h5-63b7e5a50dbc1b7af6da600e4005e807 av_one_full  avia-builder-el-7  avia-builder-el-no-sibling  first flex_column_div av-zero-column-padding  '     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kgscy4hj-27d2ab99cd5d8994034e1d3e0e86bc65\">\n#top .hr.hr-invisible.av-kgscy4hj-27d2ab99cd5d8994034e1d3e0e86bc65{\nheight:30px;\n}\n<\/style>\n<div  class='hr av-kgscy4hj-27d2ab99cd5d8994034e1d3e0e86bc65 hr-invisible  avia-builder-el-8  el_before_av_textblock  avia-builder-el-first '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<section  class='av_textblock_section av-kgsc9mbn-040c3a791f6dedb432410d96b33de73c '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p><strong>The Structured Approach to the Sales Interview<\/strong><\/p>\n<ol>\n<li><strong>Prepare:<\/strong>\u00a0Before meeting your prospect, get interested in the company\u2019s business. Check out their website, find out about the satisfaction level of their own customers, educate yourself about their industry, and even send them a preliminary questionnaire before the sales interview to gain a better understanding of what they need and want. Carefully prepare your questions to cover all aspects of your interview. The prospect will appreciate your interest in their business \u2013 and that helps you create an atmosphere that fosters respectful discussion.<\/li>\n<li><strong>Connect:<\/strong>\u00a0We all make quick assessments about people we meet for the first time. The same goes for your prospect, who first wants to know if you really want to help, or if you\u2019re simply looking for a big commission. To establish a solid relation very early on, make it your duty to identify the customer\u2019s positive points. In the first few minutes of the meeting, find positive things to say about their facilities, mention something you learned from your research or about the customer\u2019s favourite hobby. Then find and discuss what you have in common, such as activities, mutual acquaintances, etc.<\/li>\n<li><strong>Give an overview of your offer:<\/strong>\u00a0At this stage, you should provide an overview of what you have to offer, in a FEW MINUTES only. Present the main points and explain the benefits that you would like to bring them. If the customer asks questions, give brief answers and stay general, because you still don\u2019t know if you can help them or not.<\/li>\n<li><strong>Understand:<\/strong>\u00a0This step is the most important and must take 50% to 80% of the total interview time. Your work here consists of exploring the depths of what the customer wants. What are their dominant concerns? What is their current situation? What are the issues and challenges, the sources of stress, etc.? You must ascertain the deep reasons that are the source of the need manifested, so you can help them make the best decision from their own perspective. The more you can help the customer get what they want, the more successful you will be. You must ask lots of questions and even more importantly, listen closely to the answers.<\/li>\n<li><strong>Present the solution:<\/strong>\u00a0Once you truly and DEEPLY understand the important issues for the customer, it\u2019s time to present one or more possible solutions. AND NOT BEFORE. Propose solutions that address the customer\u2019s specific concerns, not what you prefer or is most advantageous for you!<\/li>\n<li><strong>Confirm:<\/strong>\u00a0Make sure the customer is comfortable with what you have proposed. Ask, \u201cAre you comfortable with the concept I\u2019m proposing?\u201d or \u201cDoes this solution respond well to the concerns you raised?\u201d Before you make an official proposal, the customer must agree the solutions you\u2019ve proposed do indeed respond to their concerns and desires. Engage the customer in constructive conversation to improve your solution.<\/li>\n<li><strong>Take action:<\/strong>\u00a0Before leaving, set up an action plan by discussing one or more of the next steps. For example, plan your next meeting with that particular customer or with more people from the organization, prepare a proposal, and so on. If you\u2019re unable to develop an action plan at this stage, there\u2019s little possibility you\u2019ll make a sale to this customer.<\/li>\n<\/ol>\n<p>Many salespeople do not have a method for structuring the sales interview aimed at building the trust that fosters purchasing. Too bad for them. And too bad for the customers.<\/p>\n<p>Make the decision to adopt a structured approach to sales interviews. The first few times, you will probably be a little uncomfortable applying it, but persevere until this new way becomes natural and instinctive. Then run with it, and have fun watching your sales soar!<\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kgu8yhrb-d2aafff0562b214293e10faa0cc41dfb\">\n#top .hr.hr-invisible.av-kgu8yhrb-d2aafff0562b214293e10faa0cc41dfb{\nheight:90px;\n}\n<\/style>\n<div  class='hr av-kgu8yhrb-d2aafff0562b214293e10faa0cc41dfb hr-invisible  avia-builder-el-10  el_after_av_textblock  el_before_av_textblock '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<section  class='av_textblock_section av-kgsc9mbn-040c3a791f6dedb432410d96b33de73c '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><h2 style=\"text-align: center;\">Good selling !<\/h2>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kgu8yhrb-976334c76a88413fab96dfe1088c12ae\">\n#top 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data-created_by=\"avia_inline_auto\" id=\"style-css-av-3gt3-c28a5207159d12139dca1c5793cb6106\">\n.flex_column.av-3gt3-c28a5207159d12139dca1c5793cb6106{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-3gt3-c28a5207159d12139dca1c5793cb6106 av_one_third  avia-builder-el-16  el_after_av_one_third  el_before_av_section  avia-builder-el-last  flex_column_div av-zero-column-padding  '     ><\/div><\/p>\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfpx2wb9-7825c5a22811a592e5089f002859456b\">\n.avia-section.av-kfpx2wb9-7825c5a22811a592e5089f002859456b{\nbackground-color:#efefef;\nbackground-image:unset;\n}\n<\/style>\n<div id='av_section_4'  class='avia-section av-kfpx2wb9-7825c5a22811a592e5089f002859456b main_color avia-section-small avia-no-border-styling  avia-builder-el-17  el_after_av_one_third  el_before_av_blog  avia-bg-style-scroll container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2775'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-1nd7g-2000b427eddfdfffe7af5a4e3d0dc031\">\n.flex_column.av-1nd7g-2000b427eddfdfffe7af5a4e3d0dc031{\nborder-radius:0px 0px 0px 0px;\npadding:50px 50px 50px 50px;\nbackground-color:#efefef;\n}\n<\/style>\n<div  class='flex_column av-1nd7g-2000b427eddfdfffe7af5a4e3d0dc031 av_one_half  avia-builder-el-18  el_before_av_one_half  avia-builder-el-first  first flex_column_div  '     ><section  class='av_textblock_section av-kgsc9mbn-040c3a791f6dedb432410d96b33de73c '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><h1 style=\"text-align: left;\"><\/h1>\n<p><b>Jean-Pierre Lauzier<\/b><br \/>\nConsulting expert, trainer and speaker<br \/>\nSales, marketing and customer service<br \/>\nAuthor of the book: \u201cLe C\u0153ur aux ventes\u201d<\/p>\n<p><b>JPL Communications inc.<\/b><br \/>\n<a href=\"mailto:info@jeanpierrelauzier.com\">info@jeanpierrelauzier.com<\/a><br \/>\nwww.jeanpierrelauzier.com<br \/>\n450 444-3879<\/p>\n<\/div><\/section><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-1nd7g-5839d3aeda641fadbd2e7bbd7b966b70\">\n.flex_column.av-1nd7g-5839d3aeda641fadbd2e7bbd7b966b70{\nborder-radius:0px 0px 0px 0px;\npadding:50px 50px 50px 50px;\nbackground-color:#efefef;\n}\n<\/style>\n<div  class='flex_column av-1nd7g-5839d3aeda641fadbd2e7bbd7b966b70 av_one_half  avia-builder-el-20  el_after_av_one_half  avia-builder-el-last  flex_column_div  '     ><style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-13qnc-667f89405ab5ec2aaa3f5d6b934af1f7\">\n#top 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confidence, and that was why they didn\u2019t buy? If your answer is yes, do you believe you can do something to improve the situation? Some people will say nothing could be done. There just wasn\u2019t any chemistry between you. But I disagree, because you can almost always do something to build more trust.<\/p>\n","protected":false},"author":4,"featured_media":2700,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[28,29],"tags":[],"class_list":["post-2775","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-approche-de-vente-en","category-prospection-en"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.9 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>HOW TO BUILD TRUST WITH CLIENT - JPL Communications<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/jeanpierrelauzier.com\/en\/etablir-client-haut-niveau-de-confiance-lors-dune-entrevue-de-vente\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"HOW TO BUILD TRUST WITH CLIENT - JPL Communications\" \/>\n<meta property=\"og:description\" content=\"After meeting with a prospect, have you ever had the gut feeling you weren\u2019t able to establish a climate of confidence, and that was why they didn\u2019t buy? 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