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How to Give a Compliment that Builds Trust
By John Aberle | sales
Have you ever noticed how little things in life can mean so much? That’s the way it is with compliments. How you give a compliment tells whether you’re sincere or just trying to make points. For some people, it seems they’ve read a book that says if you want to be a good manager or a good sales person or a good date, compliment the people you meet.
Personally, if it’s not sincere, skip it. Believe it or not, I’ll like you better for being more real. Insincere compliments come across fake. They put people off. Watch your own reaction when someone is “kissing up.” Your immediate reaction will normally be, “What’s he (or she) want?” And nowhere is it more important to come across authentically than on a sales call.
How then do you give a compliment so that it builds trust rather than destroys your credibility? You do it by including an explanation in the compliment so that the person being complimented understands why you are complimenting him/her. For instance, “I really like your article in Success Magazine. I’ve been reading a lot lately on building trust in relationships and think your points were clear and on the mark, especially….”
Why is that more sincere than, “Nice article, John?’ It works because it shows the person giving the compliment actually read the article. Additionally, you understand what he liked in it.
Remember, on a sales call, prospects are naturally suspicious of your motives believing you’re there only for your commissions. To help establish that you care and to build trust, only comment on things or actions you actually noticed and that you related to. Then show that you were paying attention by giving a sincere compliment.
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