Don’t Sell Trust Short | Travel Research Online


Don’t Sell Trust Short

I was reminded recently how this thing called “trust” really works. Trust is an intense concept. It takes months, if not years to establish… and mere milliseconds to destroy. Once you have it, however, you become an authoritative figure worth listening to.

My Inner Circle Sales & Marketing Group features an “open” phone call now and then where members get to talk, share, and collaborate.

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During yesterday’s call I asked who was reading what. One of the group said this word for word: “I have just finished reading the best business book I have read in the last ten years. It is titled ‘WORTH EVERY PENNY’ By Sarah Petty and Erin Verbeck.”

With that recommendation, four people on the phone began multi-tasking and ordered the book on line. I was one of them. The recommendation was right on the money. In less than 24-hours I am half-way through the book and enjoying every idea on every page. (Thanks to my Kindle!)

I will give you a hint. It is about getting paid what you are worth. This is a very intriguing subject in the travel industry. Very intriguing indeed. It involves Boutique thinking. I love this mind-set.

But today’s message does not involve hawking books, ideas, or concepts. My lesson today is to imbue in you the power of trust… and how it works. A book was recommended without force and a handful of people responded immediately. Why? Because we trusted the person making the recommendation. This is POWERFUL my friends. POWERFUL.

Once you establish “trust” with your prospects, customers, friends, and family, all you have to do is speak your mind. They in turn will listen, and act accordingly.

Once you have established trust however, you must walk your talk very carefully. People will be watching you … and listening to you. It will become imperative that you “deliver” something worth watching and listening to. Keep in mind that a hard-earned trust can be lost in a blink of an eye. This puts enormous pressure on you to “stay the course.”

1-2-3 TRUST. Game on.

Mike Marchev is the author of the sales book titled Become The Exception and is a popular speaker at industry events. You can receive a complimentary copy of his Special Report titled “Your 12-Word Marketing Plan.” Email Mike and put the number “12” in the subject box. Also, ask about his 3rd Annual Training Cruise coming in November.

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