8 Ways to Build Trust in Business
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#4 Be a Shinning Star
- Be uniquely positive and express your pleasure about doing business this has to be 100% genuine.
If someone asks you “how’s business…?”
Consider the different responses (below):
- “Business is OK” or
- “Business is terrific; I have never been more enthusiastic about helping people”
The 2 nd response is the perfect “set up” for your prospects to ask you the ‘Ultimate Business Question”
OBQ: “What are you so enthusiastic (happy) about?”
I am enthusiastic about helping people this way…. (State a relevant example)
#5 Take Ownership of Their Pain or Dreams…
Take responsibility - express your sincerity and vision in meeting their concerns & aspirations.
“I am confident together we can solve some of these important issues that concern you…”
State that you want to get back in touch with them about providing them with the best alternatives and choices that can help fix matters.
#6 Be THE LEADER: State How to Proceed
- Articulate a simple and solid plan to proceed.
“The next step is for us to have a 15-20 minute conference call to review your concerns and opportunities in the detail they deserve… Do you have your appointment book handy? How does next Thursday or Friday afternoon look to you?”
#7 Require Action
One last thing… like a doctor…for me to give you the best medicine, I need to know your vital signs… the easiest way to do this is to fax me your last (statement, document, budget, RFP, purchase order) can you fax me this information within 24 hours? Here is my fax number: 813 944-31XX, how soon can you send this to us?
The answer has to be YES and soon!
#8 Follow up (if necessary) Don’t Wimp Out !... (It’s for their own good!)
“I just wanted to give you a friendly reminder… you promised to send me the information… when can I expect it?”
Our other valuable reports:
"How to turn Linkedin connections in business relationships"
Your friend in on-line networking
Brian French
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