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In our sales training class, we are covering something they call a Respect and Trust Inquiry. This inquiry takes 15 to 20 minutes. The purpose is to determine whether you trust and respect the prospect. If you do, you can go ahead and do business with them. If you do not trust or respect them, they you do business with the prospect at your own risk.
Our homework assignment is to do three Trust and Respect Inquiry before our session next Tuesday. I just finished one with one of my classmates in California. I will tell you, it’s a little unnerving. However, it is part of the sale method and I am determined to do what it takes to be successful at this.
Posted by Ted at August 19, 2004 10:15 PM