No Speed Limit—Opening the Appointment with Trust Building

Ricky McKenna ()

Chapter Chapter 6 in The Sales Sat Nav for Media Consultants, 2023, pp 115-118 from Springer

Abstract: Abstract Whereas in Austria, for example, it is good manners to make small talk at the beginning of the meeting, in many parts of Germany you come to the point or the matter immediately. Personally, I find it very important to exchange a few words with the conversation partner so that we can get to know each other. Good small talk serves to build trust and to explore common ground between the conversation partners. This chapter deals with building trust without the use of small talk by introducing the meeting’s framework. It follows the idea of unconsciously enhancing the value of the person who sets the framework. Be the doctor in the eyes of the customer!

Date: 2023
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DOI: 10.1007/978-3-658-40734-6_6

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