Trustworthiness

Quote:

Originally Posted by MitchM

Is there necessarily a transition or can this activity be seen as a continuous event?
MitchM

That's an astute question.

Transitions are usually used to make the salesperson feel comfortable. They seldom have a positive effect on the prospect or do anything to forward the action. Salespeople who need to be in their comfort zone suffer with a serious handicap.

An abrupt change in direction is no problem for most people -if the change is compelling and if it rapidly becomes more and more compelling. That's the way the Trust and Respect Inquiry works.

Trustworthiness

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