tag:blogger.com,1999:blog-7952172101635583462.post4519592760733213515..comments2023-10-05T12:57:14.984-04:00Comments on Doug Rice: How Does That Make You Buy?: Jumping through Trust HoopsDoug Ricehttp://www.blogger.com/profile/13545326981380352615noreply@blogger.comBlogger4125tag:blogger.com,1999:blog-7952172101635583462.post-63182902944461395202011-12-02T06:00:11.408-05:002011-12-02T06:00:11.408-05:00Thanks for your input, Cara! I think that's wh...Thanks for your input, Cara! I think that's why so many sales people hate cold calling--because it's really about buidling trust and that can sometimes be uncomfortable with strangers. But, you've got to keep in mind the future trust you will share with those clients once the relationship has been established. In the end, sales ia ll about building trust!dougricesmbiznoreply@blogger.comtag:blogger.com,1999:blog-7952172101635583462.post-90084123636689497362011-12-01T23:48:12.318-05:002011-12-01T23:48:12.318-05:00This is an interesting article, and it also define...This is an interesting article, and it also defines the difference between a complete cold call, and warm call. In this case, lukewarm. In the second phase, you had gotten past the obstacle of the prospect not knowing you at all, even though the lukewarm prospect still didn't know you at all. They based whether they would trust you on their trust in the person who gave you a referral. Sounds like it really is possible, though twice as difficult, to build a relationship on a cold call. I still believe it is, even though the process could take much longer.Cara Cellihttp://carouselsalesblog.blogspot.comnoreply@blogger.comtag:blogger.com,1999:blog-7952172101635583462.post-19608217199531573312011-11-17T12:01:30.618-05:002011-11-17T12:01:30.618-05:00Thanks for your input, Jacques. That's a very ...Thanks for your input, Jacques. That's a very good point. Trust is intuitive. People who do make the conscious decision to trust have already made the subconscious decsion to trust. Building trust is all about being someone trustworthy. I've not heard of David Hawkins, but will definitely look into him.Doug Ricehttp://www.howdoesthatmakeyoubuy.comnoreply@blogger.comtag:blogger.com,1999:blog-7952172101635583462.post-31573524720513472432011-11-17T11:00:51.562-05:002011-11-17T11:00:51.562-05:00Doug - People don't make decisions about wheth...Doug - People don't make decisions about whether or not to Trust and Respect you. Rather, they feel it emotionally and intuitively. Respect is important because that is how prospects decide whether you will "get the job done."<br /><br />The leading expert on intuition is Dr. David Hawkins, a research psychiatrist. His book, "Power vs. Force," which is too long, is well worth reading.<br /><br />The key to making it all happen is for you to be able to quickly and accurately determine whether you can trust and respect the prospect. Whatever you decide, the prospect will (almost always) feel the same way about you. It took us fifteen years to refine a process that can get it done in about twenty minutes.Jacques Werthhttp://www.HighProbabilitySelling.comnoreply@blogger.com