Be an Advisor and Build Your Credibility

When working with someone, it can be challenging to build trust. If
you are trying to sell something to someone, it is critical that you
approach the conversation with concern. After doing this, listen to what they have
to say and to make sure that you fully understand what they are
wanting. To make sure you understand, you may ask them questions and
you may paraphrase back what you think they are wanting for
confirmation from them. After you have clarification that you
understand what the individual wants, you can explain to the person
what might work. As you are doing this, if what they are asking for
is challenging, try to figure out a way you can give them what they
are wanting or needing.

This past summer, we hired a painter. He was referred to us by someone so we
had a bit of trust since he had done great work for her. I knew
what I wanted, but I am not an expert, so I needed his expertise. I
told him I wanted the building pressure washed to remove any paint
that may not be well adhered and that I wanted the building to be
scraped and then painted. I wanted it done right away. The painter
explained to me that he could start the pressure washing and scraping
right away. He said unfortunately, he would have to wait to paint until the temperature was above 50 degrees. If he did not wait for warmer temperatures, the paint may not adhere as it should. He was telling me he
could do what I wanted done, but also offering me his expertise and
explaining why he may not be able to paint immediately. I respected
his suggestions. He is the professional. When he shared with me that
he could not paint immediately and why (the temperature), he actually
built more trust with me.