Building trust takes time and effort from "summary" of Making Major Sales by Neil Rackham
Establishing trust with a client is a fundamental aspect of making major sales. It is not something that can be rushed or forced, but rather a process that takes time and effort. Trust is not built overnight; it is cultivated through ongoing interactions and the demonstration of reliability and integrity. This means consistently delivering on promises, being transparent in communication, and acting in the best interest of the client. Building trust requires a genuine commitment to understanding the client's needs and concerns. It involves listening attentively, asking thoughtful questions, and showing empathy towards their situation. Trust is not a one-way street; it requires mutual respect and a willingness to collaborate towards a common goal. This means being open to feedback, adapting to changing circumstances, and maintaining a positive attitude even in the face of challenges. Trust is fragile and can easily be broken if not nurtured and maintained. It is essential to follow through on commitments, address any issues promptly, and always act with honesty and integrity. Trust is built on a foundation of consistency and reliability; one misstep can erode the trust that has been painstakingly established over time.- Trust is the currency that drives relationships and drives business success. It is the key to unlocking opportunities, overcoming objections, and ultimately closing the deal. Trust is not a transactional exchange, but rather a long-term investment that pays dividends in the form of loyalty, referrals, and repeat business. Building trust takes time and effort, but the rewards are well worth it in the end.
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