Driven to Distraction

How Latest Trends Will Hurt You

When you change course dramatically, you no longer have the ability to leverage the momentum and awareness that you have built with current customers and prospects. Sure, you may see a burst of momentum from the thrill of running in a new direction, but this momentum will be lost quickly if sales don't materialize immediately.

Let's face it, people buy from people, particularly people they trust and like ' people who remind them of themselves. This is the foundation of a relationship. Therefore it is important for you, as a sales professional, to learn how to quickly build rapport and gain that trust.