CHAPTER 6
STEP THREE
Establish Trust
THE KEY TO MY five-step sales process for nonsalespeople is this: If you want something from someone, figure out what that person will get in return. To do this, you have to get to know the person a little bit and establish trust between the two of you. Someone who trusts you is more likely to help you than someone who doesn’t.
Trust isn’t automatic. You can spend time with someone without building trust. You can strike a rapport without building trust.
I can like you and still not trust you. I can even ...
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