Gaining trust with with an individual is just like any other relationship. To gain trust there has to be honesty, transparency, and care. At least that to gain that trust. The way to do that is just going through the process. There has to be faith on their end, that you're going to provide that. The second they perceive that you aren’t going to provide that you're going to lose them forever. They might come back to you because they have to have your service or they have to have your product but that's the only reason. But they won't come back to you because they they're looking for an answer to a difficult situation. You may or may not be able to help solve that problem, and that's okay. Trust is ‘we're in this together and we're trying to help each other out’. That's what we're trying to build. And so the way you start that is by being trustworthy, right? And to be trustworthy is to be honest, true, benevolent, kind - if you're familiar with scouting you'll know what those are - but the idea of being trustworthy is super important. And it's not just in a sales relationship, but it's in every relationship. Whether it's a friend, a spouse, a significant other, a grocery store clerk, anybody. It does not matter. That trust is really the foundational element of relationships, and if you can't build that then we're all in trouble.

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