Sales success is dependent on building trust with customers from "summary" of Trust-Based Selling by Charles H. Green
Sales success is not a matter of luck or slick talking. It is not about manipulating your customers or pushing them into a corner. It is about building trust. Trust is the foundation upon which all successful sales relationships are built. Without trust, you have nothing. Customers will not buy from someone they do not trust. And why should they?Trust is the most valuable asset you can have in sales. It is what sets you apart from all the other salespeople out there. It is what makes customers want to do business with you. Trust is not something you can fake. It is not something you can buy. It must be earned. And once you have earned it, you must work tirelessly to maintain it. Building trust with customers is not a one-time event. It is an ongoing process that requires dedication and effort. It starts with being honest and transparent in all your dealings. It means doing what you say you will do, when you say you will do it. It means being reliable and dependable. It means putting your customers' needs...
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