The role of trust in the selling process

Trust –like the great Billy Joel said — is just a matter of trust.

In this video I explain the role trust plays in the entire sales process and how fears and concerns on the part of your potential client translate to not enough trust in you or your solution.

Buying is risky and the more your prospect has at stake in the process the bigger the issue of trust becomes.

http://youtu.be/h4ugj_LtRmY

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