How to Build Trust in the Market Place

Building trust is ultimately the foundation to have the conversation focused more on the value that you're providing, rather than the actual price that that someone is paying. The best way to do that is to clearly position yourself as the the top, or at least one of the top people in the industry. And so they don't need to think about price, because in their minds, they can already see that the value that they're goin to receive will be significantly greater with you.