Trust Sales Cycle
The Trust Meter Shows the Way
Trust…affects the quality of every relationship, every communication, every project, every business venture, every effort in which we are engaged.
—Stephen M.R. Covey
Focusing on the foundation of the relationship, this chapter analyzes how trust is developed from the beginning of a buyer-seller relationship. The natural progression of trust through an opportunity cycle looks like Figure 6-1.
Figure 6-1. Trust progression
It takes a while for your trust meter to fill up. You are an unknown entity ...
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