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How Simple Phrases Can Build Trust

When you use phrases like “That’s not my job”, or “I don’t know”, Jonathan says that diminishes your authority with your customers.  Instead, he suggest elevating your authority by using these phrases.

VIDEO TRANSCRIPTION:

One of the psychological influencers that’s impacting your customers in the process is a influencer known as, “Higher authority.” It has to do with whether or not they see you as an expert or someone they can trust. Oftentimes I hear salespeople diminishing their authorities with their clients by saying things like, “I don’t know. That’s not my job. That’s not my area. I’m not the one who handles that.” All these phrases diminish your authority with your client.

Instead, consider elevating your position of authority by using different phrases like, “I’m the one that can help you with that. I’m happy to do that for you. That’s my area of expertise.” Or, “I’m the right person.” By elevating your authority with your clients, you build trust. We all know customers do business with people they know, like, and trust. So, elevate your authority. Don’t diminish it.

I’m Johnathan Dawson. Thanks for joining me for today’s Sales Tip of the Day.

Hey, remember you can access all of our tips from more than 10 trainers, including Jonathan right here, on demand 24/7.

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Jonathan Dawson
Jonathan Dawson
Jonathan Dawson is an automotive consultant, sales trainer, author, speaker and coach. For 14 years, he has been helping dealerships and sales teams improve sales, reduce turnover and implement effective marketing strategies. His core teaching philosophy is known as Sellchology - Selling through Psychology. This approach focuses on understanding buying behavior and why some sales methods are more effective than others. Salespeople and managers who understand why a technique works become more educated, empowered and effective.

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