Trust
"Trust me on this." Have you heard this before? Have you heard this from someone trying to sell you something? What was your reaction? If you are like most people, your trust in the speaker dropped. Significantly. Trust is not something you can demand. Nor can you buy it, win it or simply find it. You have to earn it through hard work and determination. Trust others. Be trustworthy. Both of these are hard to do on a regular basis. Without being a puppy dog, do you trust the management above you? Do you trust your customers to be honest with you, without you asking them to be? Do you trust your fellow salespeople to be doing the right thing for you when you are not there? For some people, one or more of these actions is jump-out-at-30,000-feet scary. I have been asked to cover for someone going out on the road, but that person invariably called in to see what was going on. He beat me to his voice mails, he jumped in on emails whenever he could. He just could not le...