Verbal Cues and Trust in Sales

Front

According to the research, people decide to trust a salesperson based on what two factors?

Back

Ability to help and willingness to help

Front

Which verbal cue is not associated with high perceived trust? Options: Using few negative words, Speaking in the present tense, Using few “I,” “me” and “our” statements, Using jargon and lots of complex words

Back

Using jargon and lots of complex words

Front

What verbal cue has the greatest impact on trust? Options: Speaking simply and directly, Addressing the buyer by name, Using informal speech and slang, Talking about a common interest

Back

Speaking simply and directly

Front

Speaking in the present tense and using few “I” statements communicates:

Back

That you’re focused on the buyer and his/her needs

Front

According to the research, how long does it take for a buyer to first decide whether they trust you?

Back

A minute or two

Front

Which of the following is LEAST important in a prospect’s first decision to trust you?
Your eye contact and tone,
Your listening skills,
Your company's history,
Your enthusiasm and energy

Back

Your company's history