There's the old, tired cliche that all things being equal, people do business with those they know, like, and trust. ...Here's the thing, it's an old, tired cliche because it's FRICKIN' TRUE.  If you are trying to build your sales success by taking shortcuts and not creating that trust, that emotional bond, with your prospects and customers, you are building a house on a foundation of sand. But it doesn't take much time, or any fancy tricks, to create that connection with your prospects and leverage the most powerful sales tool you have in the modern sales toolkit: your humanity. Build a Human Foundation Too often, we think a gimmick … [Read more...]