CHAPTER 8

Building Trustworthiness

Get Ready to Start

Confidence is preparation. Everything else is beyond your control.

—Richard Kline

As we have discussed, the idea of relationship, or building trust, is a crucial element of closing sales. However most sale processes ignore this important fundamental. While your customer is in status quo, you are in the planning stage of the sales process. This stage is also ignored by process, and it is a great place to start building a foundation of trust. In this chapter, I address the “homework” activities you must do. This chapter helps you:

  • Address your capabilities and learn to develop sales skills and product knowledge.
  • Develop some simple messages that will engage your prospects in conversation ...

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