http://www.salesproductivityinsider.com/trust-meis-this-the-way-to-work-through-an-objection/ Building Performance Profits and People Thu, 24 Jun 2010 17:12:35 -0500 http://wordpress.org/?v=2.8.2 hourly 1 http://www.salesproductivityinsider.com/trust-meis-this-the-way-to-work-through-an-objection/comment-page-1/#comment-301 Jeff Garrison Mon, 18 May 2009 16:28:08 +0000 http://www.salesproductivityinsider.com/?p=814#comment-301 The level of trust between two people varies with latest inputs. In your example, the inputs changed. During the sales process, as people are moving to greater levels of commitment, the inputs are changing. You have to continue to build on the early foundation of trust so that it does not crumble under the weigt of those commitments. As you pointed out, listening is a great way, probably the best way, to do that. The level of trust between two people varies with latest inputs. In your example, the inputs changed. During the sales process, as people are moving to greater levels of commitment, the inputs are changing. You have to continue to build on the early foundation of trust so that it does not crumble under the weigt of those commitments. As you pointed out, listening is a great way, probably the best way, to do that.

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