When I’m doing training for retail flooring chains or talks at floor covering association dinners, I always include a section on “what needs to be said” to prospective buyers.

Every time I’m in a situation where a salesperson is presenting a product to me, I generally have a couple of problems believing what I’m being told.

In the past year my wife Anne and I have been taking steps to build a new home. This house will be built on a lot we own right next-door to our existing home overlooking Lake Loveland in Colorado. 

Building trust and likability are the two key elements on becoming a trusted sales advisor.