Everyone of us is a salesman, no matter our occupation, profession, business or situation in life. 
With that said, I must go back to three keys that are the basics for sales and building long lasting relationships.
- Know
- Like
- Trust
I was reminded of these keys or steps this week while listening to Dan Miller in his podcast “48 Days to the Work You Love.” Mr. Miller spoke about to be successful in anything you do, people must “know, like and trust you.”
Sure we must have some talent to be successful. Many occupations and professions require specialized skills and training. But until we are known, liked and trusted it will be very hard for most of us to have long lasting success.
Many professional athletes have very successful careers but it’s the ones we feel that we know, like and trust that have lasting success after there playing days are over. We buy the products they endorse, invite them to speak at our meetings and even pay to see their movies.
Think about your favorite restaurant. You certainly know about the restaurant and like the food it prepares. After eating there a few times you start to trust that each time you go there or recommend it, the food, service, experience will be outstanding. Right?
If you’re married you already know the ‘know, like and trust’ process. (If your not married here’s a tip) You first have to get to know and like the person you are dating. Then you begin building a trust. Once you have trust you are well on your way to marriage and a long lasting relationship. Skip one of these steps you may end up on an episode of Divorce Court.
As a professional salesperson we must realize our customers want and expect the same from us. Before we can ask for an order and certainly before we can have a long and successful relationship:
- Our Customers must know us.
- Our Customers must like us.
- Most importantly, Our Customers must trust us.
Miss one of these steps and I can almost guarantee you will not have the success you deserve and desire.
Follow these steps and you will most assuredly be successful in anything you attempt.
“You can have everything in life you want, if you will just help other people get what they want.” – Zig Ziglar
It’s really that simple!
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Thank you for taking the time to read this article.
Now let’s get out there and over-deliver!
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