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I had my High Probability Selling class yesterday. We have moved out of prospecting and into the selling phase. Yesterday we covered what they call Trust and Respect Inquiry (TRI).
The instructor made the point that people don’t buy from a salesperson because they like them. They buy from a salesperson because they trust and respect. The TRI is a method that allows you, the salesperson, to determine if you trust and respect the prospect.
It turns out that if you trust and respect the prospect, they in turn, will trust and respect you.
I have tried doing these in the past with people as practice, but have never really done them well. When I have met with prospects and clients, I have wimped out.
It’s something I need to do. Successful salespeople do them and do them well.
Posted by Ted at June 9, 2005 7:35 PM