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Tag Archives: Building

Building Trust and Rapport

“Building Trust and Rapport” was the headline in an invitation I received in the mail for a full day sales seminar being held at a local hotel. The small print listed trust and rapport as a “necessary sales skill,” but it caused me to ponder: is building trust and rapport ...

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The Vital Importance of Building Trust in Sales

Why is ethics and building trust so important in sales? Why is building trust so critical in today’s sales environment? What is the real way to get around commoditization of products and services? Are honesty and trustworthiness the same thing? Today it’s a highly competitive sales environment—and it truly requires ...

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Building A Value-Creating Sales Force

If you want to rise above the noise, build a value-creating sales force. The other day I found myself leafing through a well-worn copy of Rethinking the Sales Force by John DeVincentis and Neil Rackham. In this book the two authors boldly challenged the traditional ideas of value and competitive ...

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