CHAPTER
17
Relationship-Building Questions
Creating Intimacy and Trust
WHEN YOU SELL, what are you selling? A product? A service? A program?
If you think your job is to sell “stuff,” you are an endangered species. Nobody needs you. Not your customer, who can buy stuff all day long with the click of a mouse button. Not your employer, who would love to get their stuff in the hands of customers without paying for a very expensive salesperson.
Are you selling “solutions”? The Internet is bursting at the seams with how-to articles, videos, and tutorials in which experts are willing to solve your customer’s problems for free.
Are you selling “value”? ...
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