From the course: Virtual Selling for Sales Professionals
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Why building trust is more difficult online
From the course: Virtual Selling for Sales Professionals
Why building trust is more difficult online
- When I first started selling over the telephone, I couldn't figure out why it was so much more difficult to build trust and rapport with my customers, after all, they could hear the sincerity in my voice and I made my offering all about them. To build trust with customers virtually, we need to leverage online tools to augment the subtle physical and psychological cues our mind uses to build trust. When we meet face-to-face with a prospect and start to build trust, we release a hormone called oxytocin. When you sit across the table from someone, you unconsciously absorb this hormone through your sense of smell. This is true in the whole animal kingdom. Oxytocin can lead to companionship, grooming, and even mating. In human beings, this is the same feel-good hormone that is released when we fall in love or win an award or eat special foods. So a good interpersonal experience will bring with it the release of oxytocin.…
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