Michael Wagner on Trustiness

Steven Colbert provided the inspiration by creating the word Truthiness. Gary Stein parlayed Truthiness into Trustiness. Now, Michael Wagner gives us the Truthiness about Trustiness …

“Trustiness is that ‘not quite sure I am being told the facts’ feeling clients have just before they write the check or open their pocketbook. It’s the alarm bell going off in their minds which produces the inner dialogue, ‘I’m not so sure this is a good idea, but the salesperson seems to be telling me the truth.’”

“I suggest you skip both truthiness and trustiness and go straight to telling the truth and earning trust.

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