Building trust entails listening and understanding the customer's needs from "summary" of Trust-Based Selling by Charles H. Green
To build trust with a customer, it is crucial to listen to and understand their needs. This requires more than just hearing what they say; it involves actively engaging with them to truly comprehend their perspective. By listening attentively, you can gain insights into their challenges, desires, and objectives. This demonstrates to the customer that you care about their unique situation and are committed to finding a solution that meets their specific needs. Understanding the customer's needs goes beyond simply acknowledging them; it means delving deeper to uncover the underlying motivations driving those needs. This requires empathy and the ability to put oneself in the customer's shoes to see the world from their point of view. By empathizing with the customer, you can build a stronger connection with them and develop a deeper understanding of what they are...
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