When there is an engagement between two individuals, whether or not the sale of a product or service is involved, the individual with the lowest need for “belongingness and acceptance” will be “in charge” of the engagement (to the extent that individual chooses to be “in charge"
Any time two individuals are communicating, one, more than the other, will unconsciously seek the approval of the co-communicator.
Trust is not developed by what we say. Rather, it is developed by how we ask questions and listen intently and nonjudgmentally to the answers.
In every sales engagement someone is qualifying, and someone is being qualified.