By Charles H. Green, Contributing Editor
Imagine that your best friend in the world needs your help. Your friend needs to buy some of the services that you sell. And they have sought you out, knowing that you are an expert in this area, and that they can trust you.
"I want you to advise me in this area," they say. "I'll do whatever you tell me to do." And you know that they will.
What do you do with that power and trust? How much, and in what ways, would you treat your best friend differently from a new client off the street? What does that say about your level of trustworthiness? About your sales effectiveness? Under which conditions would you buy from you?
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