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Originally Posted by Iceman
I think that it would be hard to sell someone on an idea, for instance, if they don't trust you or what you say.
It makes sense to me that the more trust between you and the prospect the better which is why I asked about the different ways to do this.
You said you placed greater vaue on identifying conditions of mutual trust and respect than attempting to create them. If that means you personally decide if you trust the prospect and if the prospect trusts you then I understand.
If this trust isn't already there do you try to establish trust?
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Your question clarifies where you're coming from, I think. Thanks.
To answer your question: Most often not, unless I detect a miscue in communication.
Please understand that I am not a person that faces distrust on a regular basis. So establishing trust through an interview or sales conversation process is not high on my list of priorities. Disqualifying prospects if conditions of mutual trust and respect don't exist would be a priority.
By the way, there is a wonderful new book on selling that covers something very similar to this. Michael port recently wrote Book Yourself Solid which I recommend highly. In it he discusses the need to decide who we want as our clients and who we don't. He calls it "the velvet rope".
Among those who would not be allowed past my personal velvet rope would be people who don't trust me, people who are disrespectful, people who lie, people I don't trust, people I don't respect, and people who procrastinate.
The good part for me has been there are so darn many people to talk to who do not fall into those categories.
Hope that clarifies at least a little.
