CHAPTER 1

Trust

The Grease for Sales Success

Technique and technology are important, but adding trust is the issue of the decade.

—Tom Peters

Yet another book on trust? I know there are several books on sales that discuss trust as a foundation of a selling. However, there is a huge disconnect between the sales processes most companies use today, and reality of selling. Everyone talks about building rapport, but then demonstrate how do this in two minutes at the beginning of a sales call. Trust is not earned in two minutes; it is a continual process that should never stop with your customer.

My goal for this book is to educate you on the importance of developing trust, introduce trust into the sales process, help you develop methods for developing ...

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