By Charles H. Green, Contributing Editor
Editor's Note: In the second half of this article, Charlie lists the final five ways for establishing trust quickly in sales and he explains the hard dollar benefits of establishing trust in business. RainToday.com members can click here to read the first half of the article.
Consider these statements:
- Haste makes waste.... He who hesitates is lost.
Which is right?
- Action without vision is a nightmare.... Vision without action is a daydream.
Which is right?
In the same vein, consider "trust takes time," and "trust your gut." Which is right?
In both cases, it depends. Each of the apparently contradictory aphorism pairs makes perfect sense in a particular situation. The trick, of course, is to know which situation faces us. In the case of trust, 75% of the time, you can establish trust in no time at all, and you can do it in the sales process.
In part one of this article, I covered the first four of nine ways you can rapidly create trust without compromising the validity or deservedness of that trust. Those ways include:
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