Richard Marcus, is a sales trainer who got my attention recently. He said that “back in the day” sales people spent 80% of their time presenting and closing. And today, successful sales people spend 80% of their time building rapport and building trust.

“Back in the day” is prior to 2008. Anything written about business before that date may very well be obsolete. I would agree. And Richard’s observation I think is perfectly true.

Consider this: customers are the result of our meeting with people and building some rapport and trust so that when they need some help, we might be remembered well, and considered.


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