Trustability

from my email:

Establishing Rapport

If a customer doesn't like you, trust you and feel comfortable with you, it doesn't matter what closing technique you use. You don't have to be friends with all your customers, but you do have to establish some kind of bond.

Get to know that person and his or her business -- then figure out how your product or service can benefit him or her. You also need to be yourself. It's the only way I know to make a meaningful connection with another person.

If that connection doesn't happen, you may be better off not doing business with that individual.

Source: Sales consultant/author Barry Farber (www.barryfarber.com)

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