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Building trust with your customer is critical to closing deals.

Exhibit A: The used car salesperson

Let’s say you’re shopping for a car. You’d love to buy new, but your budget demands that you get yourself into a nice used vehicle.

Dealership A:

You find a car that you like, but the sticker price seems high based on your research. You talk to a sales associate and tell them that the Kelley Blue Book value is $10,000. The sales associate reminds you that no one really goes by KBB and that their prices are the best in town.

Dealership B:

You find the same car as above. A sales associate greets you and takes you for a test drive. During the drive, you tell her about your experience at the previous dealership. Without hesitating, she reaches into the glovebox and pulls out a printout of the KBB page for the car. You both agree that the price is a little high and reach an agreement.

Dealership B’s customer is now the proud owner of a nice used car and the sales associate just closed a deal.

The same principle applies to your garage sale.

Building trust with your customer means expecting that they’ve come prepared. You probably don’t know anything your customer doesn’t already know, so being upfront and transparent will make them that much more comfortable to buy with you.

Just remember; your customer has Google. They have eBay. They’ve likely already done the research to know what something is worth, especially if it’s valuable. In the off chance they don’t know, you still benefit by gaining their trust.

Trust is the name of the game, and the more you can show your customer that you’re trustworthy, the more deals you’re going to close.

Being upfront and transparent is a better sales strategy than not. Helping your customer find information, or validating information they already have is an easy and effective approach.

Selling a rare item? Look up what it sold for on eBay in the past. Print it out and put it right next to the item during your sale. Show that you want to help them make good buying decisions.

“Wait, but, eBay is selling my item for less than I want!”

You can set your prices to whatever you want. Just because eBay sold your item cheaper doesn’t mean that’s what you have to sell it for.

“Yes, it was cheaper on eBay. If it’s still for sale, and you’re willing to pay $10 shipping and wait a week, then absolutely go and buy it on eBay. But if you want it now, this is my price.”

Be transparent and show your customers that you’re doing fair business with them. They will respond by buying more form you.

Close more deals by building trust with your customers.

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