People Do Business With People They Like and Trust

It’s true. All things being equal, people do business with people they know, like and trust. Why? They want to know that when something goes wrong they can come to you for help. We only seek out help or appear vulnerable to those we know, like and trust and that’s why we often buy from friends of friends. It’s safe. It’s safe because we know we won’t be scammed, cheated or lied to. It’s safe because we won’t look or feel silly, and even if we do we know we won’t be laughed at. Make an effort to be known, liked and trusted. You don’t have to be everyone’s best friend, but you do need to convey the fact that you genuinely care about them and their well being.

Showing an interest in their industry, their business, their lives, their needs, and their questions is a way to open the door to trust. Asking questions, getting clarification and keeping up with the challenges they face that you can’t meet also instills trust because:

  1. You can connect them with other people you know who can help.
  2. It demonstrates caring that is not tied to making a sale.

Think about the people you enjoy doing business with the most and the least. Which ones do you know, like and trust the most? I bet you’ll discover that they are focused on you and your needs and not their own.

Internalize the Golden Rule of sales that says: All things being equal, people will do business with, and refer business to, those people they know, like and trust.
-Bob Burg

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People do business with people that they know, like, and trust. Since we can’t pick or choose the “type” of person we are most likely to trust and like right away, we need to learn how to effectively with everyone’s personality style.” Learn how in this report and start increasing your sales right away!

Selling To The Four Personality Types

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