A Trusting Relationship Makes All the Difference

The restaurant was a throw back to an earlier time. The couple loved it because they could sit at the counter and watch the food being cooked by the owner. It was a Saturday morning ritual they had enjoyed for years. The owner of the establishment knew them by their first name and poked fun at the gentleman; he innocently flirted with his wife. The owner did not know what the gentleman did for a living and business was never discussed. The gentleman was a marketing expert. One morning while he and his wife were enjoying their meal, it occurred to him that more people should know about this place. He did some research and found that the business Facebook page was dead and his website had no redeeming features that would inspire a second look. He gently broached the subject with the owner and asked if he had considered ways to better advertise his business. The owner explained how he had desired to do better but did not know how. The gentleman described his profession and offered a meeting to discuss some ideas. The owner readily accepted. The gentleman prepared for the meeting and brought everything that he needed to make his case and sell his ideas. While he was prepared for a full-blown sales presentation, he was surprised at the outcome. After presenting his ideas and suggestions, the owner simply said yes, I want to do this. He did not ask any more questions nor did he want to take any of the materials the gentleman brought to persuade him. He simply said yes. I believe trust and rapport makes up the greatest percentage of a sales process. Without it, you will be met with dismal results. In this true story, trust and rapport made all the difference. Have a great week! Pierce