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3 Behaviors That Build Trust in Sales Relationships

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The part that emotional intelligence plays in rapport building In his book ‘Integrity Selling’, Ron Willingham discusses the AIDInc process of selling – Approach, Interview, Demonstrate, Vali-I-date, Negotiate, and Close. He writes about the four styles of buyers – talker, doer, supporter, and controller. But he also notes: “I think there’s a danger in being overly concerned with identifying buyer styles… so concerned that we don’t really listen ...


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