12 BUILDING TRUST
CREATING TRUST
If there is any one element that must be present in a successful sales situation, it’s trust. And since referrals are borrowed trust, you enter all your new relationships at a higher point of trust.
Trust allows the prospect to give you an appointment.
Trust allows you to ask probing questions.
Trust allows you to keep the sale moving forward.
Trust allows the prospect to say yes to becoming a client.
Trust is ...
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