After decades of refining Trust-Based Selling, it’s become clear that one of the biggest misconceptions is that rapport equals trust — but it doesn’t.
Positioning as a peer takes away the ability to lead the conversation and uncover the real issues.
True trust is built by stepping into the role of a trusted authority, not a friend.
In this month’s Stump The Guru show, I’ll be addressing why trying to build a peer relationship with prospects before the selling process can actually harm your authority.
