KNOW, LIKE, TRUST, SELL – A NURTURING PROCESS by Stacey Hall

KNOW, LIKE, TRUST, SELL – A NURTURING PROCESS

Since sales is based on relationships, if your prospects do not first know and like you, they will not trust you. To sell requires trust. No trust = No Sale.

Unfortunately, decade after decade, sales training programs teach to sell first and then build relationships later.

This approach is the same as seeing someone on the street who you find attractive, yet do not know, and asking them to marry you – without so much as asking to meet for coffee first.

It is not beyond reason to expect that if you meet enough strangers, you might find a person who is lonely or curious enough to say YES to you.

Time and time again, though, you will be told NO.

Sometimes it just happens — you may bond over a mutual love of dogs or a portfolio case (yes, that really happened to me. Someone liked the style of my portfolio case and offered me a job, which I took and enjoyed immensely), and next thing you know, you are talking daily about something of interest to you both.

But most often it takes time.


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Stacey Hall
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