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July 2007

Formula for Building Customer Trust in Software Sales


When asked by Gallup which professions are most trustworthy, people said: nurses, pharmacists, doctors, teachers, police officers, and clergy. The least trustworthy were: telemarketers, car salesmen, advertisers, congressmen, and stockbrokers.

It's no stretch to deduce that salespeople are not widely trusted. This is ironic, since building trust is how great salespeople work, especially in the B2B software field where so many intangible factors are at play.

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