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It is common knowledge that people buy from people they like and trust. Your first objective in a sales call is to gain the prospect's trust and in the process, get them to like and trust you. This is known as rapport and it is the first step in the eight step "Buyer Focused"Velocity Selling System.

Without trust, prospects will mislead you and will not honestly answer your questions. You will be wasting valuable time.

Traditional sales techniques can no longer be applied as most potential clients are well aware of that type of sales approach and will avoid you at all costs.

This week's article is appropriately titled:Velocity Selling System - 1. Establishing Customer Trust

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