CHAPTER 3THE RELATIONSHIP BUSINESS
LEARNING HOW TO SELL YOURSELF
Realtors, insurance people, car salespeople—they are all oriented toward high interpersonal relations. After all, they meet people looking to make individual purchases, and their future is largely based on referrals from happy customers.
Yet they are just selling a product or service. You’re selling you.
The coauthor of my first book in 1988, The Innovation Formula, said to me, “You know, you can’t really sell anything except yourself, but you’re damn good at it.”
—Mike Robert
THE VITAL CREATION OF TRUST
Trust is the firm belief in the reliability, truth, credibility, and conviction of someone else. It is the keystone component in building relationships, gaining conceptual agreement ...
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