By Todd Duncan

It takes time to develop a relationship, but if that’s not your goal with every customer then you will always be forced to rely on new business in order to stay afloat. What would you like your workday to look like: spent investing in people you already know or spent trying to earn the trust of people you don’t?

“We will open the book. Its pages are blank. We are going to put words on them ourselves. The book is called Opportunity and its first chapter is New Year's Day.” ― Edith Lovejoy Pierce

By Todd Duncan

Selling is what you do in the process of living. It’s not the other way around. Life does not happen after work is done. Living is supposed to be supported and supplemented by selling. Therefore, you must adopt your selling endeavors to your most treasured life.

“The joy of brightening other lives, bearing each others’ burdens, easing others’ loads and supplanting empty hearts and lives with generous gifts becomes for us the magic of the holidays.”

By Todd Duncan

To communicate trust to your prospects, don’t ever go into a selling situation assuming you know what they need. Let them tell you what is relevant. Make listening your first priority when you deal with prospects.

By Todd Duncan

If you want to convey trust, don’t ever assume prospects have time to talk to you. Schedule only what you intend to maintain. Call only when your prospect expects it.

By Todd Duncan

By taking the time to listen (and showing prospects that is your intention), you avoid monopolizing the conversation with empty sales talk.

By Todd Duncan

You are a salesperson, which is to say you are paid to make sales. There are two tasks that fall into this category: 1) building trust with new prospects, and 2) fostering trust with existing customers. The more time you spend on these two tasks, the more successful you will be.