Sales success is contingent on building trust through rapport and credibility from "summary" of Trust-Based Selling by Charles H. Green
Sales success hinges on the establishment of trust through the development of strong rapport and credibility. In the competitive landscape of modern business, trust has become the cornerstone of successful selling. Without trust, sales efforts are likely to fall flat, as prospects are hesitant to engage with salespeople they do not trust. Building trust begins with the establishment of rapport, which involves creating a sense of connection and understanding with the prospect. This can be achieved through active listening, asking thoughtful questions, and demonstrating genuine interest in the prospect's needs and concerns. By taking the time to build rapport, salespeople can lay the foundation for trust to flourish. Credibility is another crucial compone...
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