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Why It Is Not So Important That

People Know, Like And Trust You

-by Stephen Chandler

Many teachings provide us with information about how to develop professional relationships with our
potential clients by getting to know them slowly over time. This allows us to establish liking, knowing,
and trusting. This works when you have enough capital to carry yourself through the lean times while
building your business at a later date.

The challenge is that most sales solution is what satisfies them. lastly are they giving you new
professionals don’t have enough information or are they pulling
capital to sustain themselves for Third, we need to know our value stuff of the internet?
six months or more. both as a human being as well
as a professional. So, how do Stephen Chandler has been a
So the real question is, if we don’t we start to define our value? It is long time believer in the power
want to wait to build relationships built on relationships, what we of persuasion. His attraction to
with your prospects, how do we learned from our relationships sales came on early in life when
do it more quickly and make a not the story is you remember it. he discovered that he could create
lot of money? The easiest way Understand what money means something amazing and find a
to grow your business more to you, market that would need it.
quickly is to develop professional
relationship with your brand new What is greed? What is fair? Why Stephen has started two successful
client and develop everything else do I need it? How much do I give business’ with no money at all. The
over time. Work with them while away? Once we decide what and first one was established in 1992
getting to know them! why money matters, we on taking called Diligent Graphics a graphic
our first step. design company that specialized in
The answer is three- fold. increasing sales and profitability
This is a quick overview of what for all of his clients. He made his
First, you need to know what it takes to be an excellent sales first million dollars at the age of
your primary objective is (i.e. to person. Take the first step and 44.
set an appointment). We don’t don’t be afraid to be wrong and
sell ourselves during the first you will find the approach that Stephen also started Perceptual
conversation. Nobody wants to works for you. Sales Coaching as a part of Diligent
be sold the minute you open your Graphics in 1994. His program is
mouth. If you don’t already have an simple, find your own voice, be
excellent sales coach find one authentic and always do the next
Second, we need to know how that you connect with on a right thing and you can make as
to relate with the prospect. (i.e. professional level. much money as you need.
understand their underlying NEED
which could be to be a priority, to What to look for when finding If you are interested in knowing
be understood, to have a purpose, your sales coach is experience more about what Stephen can do
to feel safe, or to give and receive with owning their own company, for you, please call him at 602 540
love and satisfy that need) The having success financially, the 3997
need is what motivates them, the more they earned the better and

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