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Podcast: The Bacon Podcast with Brian Basilico | CURE Your Sales & Marketing with Ideas That Make It SIZZLE!
Episode: Episode 954 – BACON – Chapter 6: Know – Like – Trust
Description:
The concept of “Know – Like – Trust” has been around for a while. It is commonly attributed to author Bob Burg (Endless Referrals and The Go-Giver).
Another person attributed to the concept is sales trainer Michael Goldstein, who talked about buyers needing to experience “confidence, affinity, and empathy” before making purchases.
No matter who originated it or how you phrase it, it’s undoubtedly a foundational process to making a sale. When I say process, it’s one foot in front of the other sequence. Yet many business people try to hop over the like part and go from...