Winning prospects’ trust doesn’t begin with building rapport—despite years of expert testimony to the contrary. To kick off solid relationships with prospective customers, you’ll need to focus on one thing: positioning yourself as trustworthy. Suppose a couple, after spending an hour in your office, leaves thinking exactly the same way they did when they arrived. […]
Clients learn about us by what we do and not what we say. Our actions reflect what is most important to us. If our customer contact time is spent talking about our products, our services, and ourselves, the customer soon understands what is truly important to us and it is not the customer. As Peter […]
Since 2000, the customer has changed and no one has informed Corporate America. Clients do not act as quickly on recommendations and many in the sales professions complained that clients are harder to close. What was once easy was now becoming difficult. Top producers in every industry are finding business complicated and less enjoyable. The […]
For the twenty-five year period, beginning in the mid 1970’s and ending in 1999, the financial markets basked in the sunshine of client trust. An entire generation lived constantly in a buy mode, dealing with whoever had the best story or the most exciting advertising. Solicitation was the game of the day. Sale techniques improved […]
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