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Our firm recently delivered an on-site business development program for a large insurance consulting company which focused on the value of building trust based relationships. We highlighted results from a survey conducted by Miller Heiman that singled out lack of trust as the #1 reason prospects do not buy from a certain provider.1 In fact, lack of trust was cited by over 50% of respondents as the single most important reason buyers turned down a service provider. In contrast, and by a vast margin, the second reason given for not selecting a firm, no need for the services, accounted for only...
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