For years, this was indeed the case. However, times have changed.
In fact, the sales teams and organizations that still cling on to this outdated methodology find themselves falling behind the organizations that have evolved their practices to strive for more than trust and rapport alone.
Don’t get me wrong, I’m not discounting or underestimating the power of trust, it’s still a crucial factor to the process. But, relying on it solely could land you (and your sales results) in hot water sooner than you think.
So, what’s the missing piece to the puzzle? I provide the answer in this article.
This is an excellent article. I have been posting on the internet for a decade and posting extensively. You have summarized things well;