The good thing about such a forum is that one can say something not proven……but an opinion. Contrary to all the books that I have read about Relationship Management and that argue that being liked is the most important thing in Customer loyalty, have I actually made the observation that being trusted is more important than being liked when selling!
Salespeople who master being trusted clearly outsell those who merely glad-handers looking for another target of opportunity. All in all, I believe that a salesperson who is trustworthy and knows exactly how to demonstrate and communicate that trustworthiness in the very first transactional interaction with a prospect and will stay this way with the customer, will outperform one who is just a smooth-talking “flash in the pen” at every turn. If you understand what I mean ?
Regards – Mark von Rosing
