Do You Know How the Telephone Works … or How to Prospect?

What’s trust got to do with it?
When we showed my 85-year-old aunt how to use a computer, she told us she still hadn’t figured out how the telephone worked, so don’t bother. She walked out of the room. End of conversation. She talked a lot about “back in the day” and reminisced about what life was like when she was younger. This wasn’t the first time she’d witnessed a changing world, and she knew that new wasn’t always better.
Were the “good old days” as wonderful as people say? Yes and no. Was it easier to do business? Absolutely.
You left the office, came home, and enjoyed a meal and evening with your family. No work. No phone calls. Referrals and relationships were how to prospect. Deals were closed with a handshake. People valued both business and personal relationships. Trust was built because salespeople made time to build and nurture these relationships.
What’s