Questions & Listening
Read ArticleIf You Sense It, Say It (Nicely)
Prospects drop clues about roadblocks. If you sense something is wrong, say it nicely, and use the Colombo approach to get a confused prospect to open up.
Topic
Trust & Rapport
Earn trust early: first impressions, listening, and being a friend before making a sale.
17 articles
Trust & Rapport articles
Keeping Customers
Read ArticleKeeping Customers Satisfied
Winning business is hard; keeping it gets taken for granted. Customers leave when they don't feel appreciated, so exceed expectations to earn repeat business.
Handling Objections
Read ArticleHandling Objections
Objections aren't really your best friend, but they reveal a prospect's interest and concerns. A simple process for handling them builds trust and wins deals.
Questions & Listening
Read ArticleQuestions – The Salesperson’s Best Friend
Whoever asks the questions controls the sales interview. Learn the four types - closed, open, encouraging, and leading - and when to use each.
The Sales Process
Read ArticleSelling Has Changed. Have You?
Selling has shifted from quick transactions to complex, relationship-based sales. Trust matters and buyers want problem solvers, not product pushers.
Trust & Rapport
Read ArticleMaking a Great First Impression
Prospects size you up in the first few seconds. Dress right, show up early, match their handshake, and open with a plan to make those seconds count.
The Sales Process
Read ArticleControlling the Sales Process
The Meeting Agreement is a simple tactic to take control of the sales process, build trust, and end the dreaded 'I need to think it over.'
Trust & Rapport
Read ArticleThe Trust Formula
Trust in sales is rapport plus reputation plus reliability, minus self-interest. Push too hard for the sale and you can wipe out all your trust at once.
Trust & Rapport
Read ArticleMatching & Mirroring
People do business with people like themselves. Subtly match a prospect's words, tone, and body language to build comfort and rapport.
Buyer Psychology
Read ArticleSelling To Drivers (D)
Drivers want control, results, and speed. Set a clear agenda, skip the chitchat, talk big-picture outcomes, and let them decide quickly.
Trust & Rapport
Read ArticlePoor Listening Habits
Bad listening habits quietly cost you trust and rapport. Talk less, listen more, and follow the 70/30 rule on every sales call.
Trust & Rapport
Read ArticleActive Listening
Active listening is how you earn trust. Listen with the intent to understand, not respond, and prospects will share their real concerns.
Trust & Rapport
Read ArticleCommon Mistakes That Destroy Trust
Sales resistance isn't natural; it's caused by you. Avoid rapport-killers like talking too much, pushing past 'no,' and presenting before diagnosing.
Prospecting & Pipeline
Read ArticleNetworking
Networking pays off when you work it right. Get involved, ready your elevator speech, ask the right questions, and focus on helping others first.
Prospecting & Pipeline
Read ArticleWorking with Gatekeepers
Stop trying to beat the gatekeeper and start working with them: use their name, respect their role, and have a sharp answer ready for 'What is this regarding?'
Sales Mindset
Read ArticleDo Your Beliefs Support Your Sales Mission?
Your beliefs drive your behaviors, and your behaviors drive your results. See how negative beliefs sabotage trust and cost you sales.
Trust & Rapport
Read ArticleCreate the Atmosphere
Create an atmosphere where prospects feel safe sharing their pain, instead of using aggressive tactics that destroy rapport and kill sales.