Building and Maintaining Buyer Trust – Pt II
I’ll pick up where I left off last time at the end of Part I, with the final five C’s or trust traits. If you missed it last week read it here https://robinsontrainingsolutions.com/earning-and-maintaining-buyer-trust-part-i/. 4-Consistent – People are more trusting of...Building and Maintaining Buyer Trust – Pt I
I am quick to remind salespeople that TRUST is one of the key reasons residential and commercial buyers do business with them, but I probably don’t spend enough time discussing ways to earn it. Conversely, I talk a lot about the value of asking questions, but rarely...Discovery Consists of Probing and Verifying
To start this week’s post with a GRIN, the following questions and answers were asked of elementary school students, according to an issue of Reader’s Digest. Teacher: How do we describe an evangelist? Student: Someone who plays the evangelo. Teacher: Why can’t...Responding to Ill-Tempered Prospects
If you are like me, I’ll bet you too have encountered buyers whose attitudes and behaviors were as confusing as the preacher who gave a sermon on tithing, and then ended the service by having everybody sing, Jesus Paid It All. Although it’s next to impossible to...What is “Active” Listening?
Hearing occurs without any required action on your part. You push the ON button on your TV remote and your ears begin to hear the sound emanating from the speakers. You don’t have to focus on it, pay attention to it, or decipher the message that is delivered. It’s...
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