1 Understand the situation

The first step to build trust with clients experiencing internal conflicts or changes is to understand the nature and extent of their situation. This may involve asking open-ended questions, listening actively, showing empathy, and acknowledging their emotions. You should also identify the key stakeholders, influencers, and decision-makers involved in the conflict or change, and how they may affect your sales process. By understanding the situation, you can demonstrate your interest, respect, and support for your clients.

2 Provide value and solutions

The second step to build trust with clients experiencing internal conflicts or changes is to provide value and solutions that address their pain points, goals, and challenges. This may involve offering insights, advice, resources, or referrals that can help them overcome their difficulties, achieve their desired outcomes, or adapt to their new circumstances. You should also highlight the benefits, features, and differentiators of your products or services that can meet their current and future needs. By providing value and solutions, you can show your expertise, credibility, and relevance for your clients.

3 Communicate clearly and consistently

The third step to build trust with clients experiencing internal conflicts or changes is to communicate clearly and consistently throughout the sales cycle. This may involve setting and managing expectations, confirming and following up on agreements, providing updates and feedback, and resolving issues or concerns promptly. You should also use the preferred channels, modes, and frequency of communication for your clients, and tailor your messages to their style, tone, and language. By communicating clearly and consistently, you can establish rapport, transparency, and reliability with your clients.

4 Adapt and be flexible

The fourth step to build trust with clients experiencing internal conflicts or changes is to adapt and be flexible to their changing needs, preferences, and situations. This may involve adjusting your sales strategy, tactics, or timeline, offering alternatives or options, or negotiating terms or conditions that can accommodate their requests or requirements. You should also be open to feedback, suggestions, or objections from your clients, and seek to understand their perspective and rationale. By adapting and being flexible, you can demonstrate your responsiveness, respect, and commitment to your clients.

5 Seek feedback and referrals

The fifth step to build trust with clients experiencing internal conflicts or changes is to seek feedback and referrals from them. This may involve asking for their opinions, satisfaction, or testimonials about your products or services, your sales process, or your performance. You should also ask for their permission, recommendations, or introductions to other potential clients who may benefit from your offerings. By seeking feedback and referrals, you can show your appreciation, confidence, and value for your clients.

6 Build long-term relationships

The sixth and final step to build trust with clients experiencing internal conflicts or changes is to build long-term relationships with them. This may involve staying in touch, following up, providing after-sales support, or cross-selling or upselling opportunities. You should also celebrate their successes, recognize their achievements, or reward their loyalty. By building long-term relationships, you can foster trust, satisfaction, and retention with your clients.