By Charles H. Green, Contributing Editor
Editor's Note: In part one of this two-part article, Charlie lists the first four ways for establishing trust quickly in sales. Click here to read the second half of this article.
Those who sell professional services know the power of being trusted, and strive to be seen that way. I'm often asked, "How long does it take to become trusted?"
Is it the case that "trust takes time," that it is gained only with the passage of time? Or is it a "trust your gut" thing, something that comes in a flash, a moment of intuition or feeling?
Most people in business, if asked without reflection, will come down on the side of "trust takes time." And their approach to selling reflects this. They believe people buy only after they come to trust the seller; and that such trust is created through a history of promises kept.
While true, that's only 25% of the story. The rest of the story is that you can create trust in hardly any time at all and in a variety of ways. And, furthermore, the sales process, far from depending on pre-established trust, can itself be ground zero for the creation of trust.
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