The single most important principle Steve learned about sales is to find out what the other person wants and help them achieve it. There is only one way to do that. By building a relationship that is built on trust. You could have the best product or service on the planet but your prospect or customer will not take action unless they know, like and trust you. Trust is something that is developed over time. It is not a one-time transaction. The first sale is always the easiest one. What comes after that is a true test of mastery.
Want to know the most important secret of sales?
How do you develop and build trust? It starts with putting yourself in other persons shoes. Do you treat others how you would like to be treated? When building a relationship that is going to last, it's important that you put their interest before your own. The people you serve are not as concerned with how much you know although knowledge is important, they are more concerned that you care about what is important to them.
How are you building trust with the prospect or customer?