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Gaining Speed By Slowing Down

Gaining Speed By Slowing Down

We supposedly value “second opinions” yet we seldom actually pursue them if we trust the source of the first opinion. This is why building trust is so vital in marketing. You want the buyer to be mesmerized by your value, uniqueness, and expert demeanor.

Whether a doctor or a mechanic, if I know them and trust them then I believe they’re operating in my best interests.

Are you taking the time to build such trust, or are you rushing the sale? The slower you proceed in building trust, the faster you get the sale.


(There is an old Henny Youngman joke where the doctor tells the patient that his eating habits are horrible and he has to lose weight. The patient say, “That’s  outrageous, I want a second opinion!” The doctor say, “Okay, you’re not very good looking.”)

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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