Signs of Trust

How do you know when you’ve developed a trusting relationship with a buyer?

• The buyer asks your advice on professional and/or personal issues.

• Your “pushback” is accepted in good grace and responded to.

• You both laugh genuinely at shared humor.

• Private and confidential concerns are shared (e.g., “I’m not convinced my call center manager is the best choice for the job”).

• You are asked probing and follow-up questions which help the buyer learn more about your approaches and values.

Once you’ve established a trusting relationship, you can pursue conceptual agreement about a project (objectives, metrics, value) which is the basis for a proposal. Without trust, the buyer won’t share objectives and any request for a  proposal is probably just subterfuge to get you out of the office.

© Alan Weiss 2011. All rights reserved.


Leave a Reply

Your email address will not be published. Required fields are marked *

one × four =

*