Phase 1—Establishing and Maintaining an Ethical Relationship
The Objectives of This Step:
• To move beyond rings 1 and 2 of the circle of trust
• To transmit confidence and enthusiasm to our potential customer
• To prepare both the customer and ourselves for an exchange of value
• To tackle and resolve any prejudices the customer might have
• To get through the filters that may impede contact with decision makers
Renato’s boss handed him a list of prospects he was to contact to achieve his quarterly targets. Renato had never liked “cold contacts” as he was forced to battle against shyness and insecurity and this led him to fear he was disturbing his interlocutor or wasting time. He was also afraid he might feel an instinctive dislike of ...
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