Integrity Selling Point #4: Develop trust and rapport

Ron Willingham's fourth point is, "Develop trust and rapport before any selling activity begins." See Integrity Selling; How to Succeed in Selling in the Competitive Years Ahead (New York: Doubleday, 1987), p. xv.

This is too often ignored, and ignoring it causes you to beg (See Todd Duncan's sales mistake #8). You have to develop trust first. And how do you get people to trust you? Act in a trustworthy manner. If you wonder what this is, see my early postings earlier in this blog.

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This is some of the stuff that will go into my entrepreneurship course. The ideas in it supply the life's blood of my professional activities: teaching, writing, and real estate. For entrepreneurial real estate go to www.yourstopforrealestate.com/blog and for entrepreneurial writing to www.kearneymusicschoolmurders.blogspot/com.