41a. You don't understand our problems (Needs not uncovered).
41b. You don't understand our problems (Trust issue).
41c. You don't understand our problems (Company credibility issue).
Without some level of credibility and trust, people just won’t buy no matter what the opportunity or price. Your company’s credibility will help establish trust in you and trust in you will help establish your company’s credibility.
Capability and Credibility: Capability means you can to do what you say you can do. Credibility means believability. You do what you say you will do.
Standard methods to build Capability and Credibility: Website, Corporate Brochures, Testimonials, Client List, Referrals to Key Decision-Makers, Linking Benefits to Strategic Initiatives.
Trust and Rapport: Trust means belief without proof. Rapport means to be in harmony with the other person or group in manners, behavior, attitudes, dress, speech, values, and other ways. Harmony means that we are very much alike in certain ways. The more you are like me; the more I believe I can predict how you will act in certain situations. Therefore, I can trust you to behave as I would behave in these situations.
Standard methods to establish Trust and Rapport: Pacing and Leading, Common Ground, Personal Credentials, Active Listening Skills, Asking USP Guided Research Questions, Building Coaches, Mentors, and Champions, and using the FAB / TEA formula.
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