To be successful in your engagements, your clients need to trust you. You can’t do your job without it.
But the other side of the equation is that you need to trust your clients, too.
After all, you’ll be working closely for a long time.
It begins in the sales conversation.
Do you trust your prospect to do business with integrity? To pay you on time? To be respectful when things inevitably get difficult?
If you feel stressed, or intimidated, or like your can’t be yourself, or that you’re being treated like a subordinate—if for any reason you feel wary or distrustful of your prospect—don’t ignore it.
Often, there is a good reason for that feeling. Pay close attention.
If it doesn’t feel right during the sales process, it’s probably wise to turn down the business.
Only accept clients you trust.