Round 60: It’s Smart to Make your Customer Feel Smart

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Make Them Feel Smart: The Secret to Building Rapport and Closing Deals

Listen to the Podcast Here

Let's be honest, who doesn't love a compliment? It boosts your confidence, makes you feel good, and even makes you feel smart. And what about the person who gave you the compliment? You probably think they're pretty awesome, right?

Well, the same principle applies in sales. Giving your customer a sincere compliment and making them feel intelligent can help you build tremendous rapport! But you have to be careful – your compliments need to be genuine, appropriate, and avoid making your customer defensive.

This episode dives into the powerful technique of making customers feel intelligent to build rapport and increase sales.

Key Idea: People buy from those they know, like, and trust. Making customers feel smart fosters that "like" factor.

Ways to Make Customers Feel Smart:

  • Acknowledge Smart Things They Say:
    • Validate their intelligent questions and insights.
    • Use phrases like "That's a good point" or "I'm glad you brought that up."
    • Use "That's a great question" sparingly and genuinely.
  • Take Notes:
    • Writing down their words shows you value their input.
    • Paraphrasing on the phone serves the same purpose.
    • Notes help you track crucial information.
  • Compliment Decisions and Accomplishments:
    • Offer sincere praise for their choices and achievements.
    • Make it personal and specific.

Ways to Avoid Making Customers Feel Unintelligent:

  • Avoid Using Company or Industry Jargon:
    • Use clear, plain language.
    • Explain acronyms and technical terms.
    • Ensure they fully understand your offering.
  • Avoid Talking Down Products They're Using Now:
    • Stay positive and focused on your product's benefits.
    • Avoid criticizing their past choices.
    • Frame comparisons positively.

Key Takeaways:

  • Customers appreciate feeling knowledgeable and valued.
  • Genuine compliments and attentive listening build rapport.
  • Clear communication and positive framing enhance customer confidence.

Overall Message: By making customers feel smart, salespeople create a positive and trusting environment that leads to increased sales. It’s about more than just closing a deal; it’s about building a lasting relationship.

Think about the last time someone made you feel smart. Did it make you like them more? Share your experiences in the comments below!

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