%#&^@$ HAPPENS

I spent the day being trained today. It was great day learning about a system to help increase accountability.

During the session the trainer did a good job getting her message across and making sure the entire room was engaged. I especially appreciated her ability to control the room and keep the class moving.

A little after lunch we started talking about TRUST. The trainer said TRUST HAPPENS, and I knew that was going to be my topic tonight.

In sales we talk a lot about the trust the customer and the sales rep needs to build. If you are selling a product or service the customer has have a degree of trust that what you are saying is actually the truth. The customer has to believe in you, your product and your company.

The question is can a rep build trust or as the trainer said does TRUST HAPPEN?

As reps we can only tell the truth and hope the customer sees our sincerity and honesty during our presentation. But it is ultimately going to be up to the customer to buy.

Trust happens may be a takeoff of a cliché, but it is not in any way minimized by this fact.

We work hard to build our reputation. We work hard to become known as being an expert in our fields. We work hard every day pounding the streets and seeing prospect after prospect setting appointments, doing demos, solving problems and making sales. Maybe it is good to know that one thing we don’t need to work at is building trust because TRUST HAPPENS!

Lorin