The document introduces the largest student entrepreneurship program that has been operating for 40 years helping students develop business and management skills through franchises like painting and window cleaning. It discusses building trust in sales by establishing character, competence, and common sense of purpose through understanding the customer's needs and ensuring they believe the salesperson is knowledgeable and understands them.

1. Welcome!

2.  Largest student entrepreneurship program
 Been around for 40 years
 Painting and window cleaning franchises
 Core purpose is to work with top 5% of
students to help develop management and
business skills

3. What do you think of when you hear the words
“selling” or “salesperson”?

4.  TRUST TRIANGLE
CHARACTER
COMMON SENSE COMPETENCE
OF PURPOSE

5.  Does the customer understand YOU
◦ Build rapport
◦ Tell them your story
◦ Find common interests

6.  Does the customer believe you know your
stuff?
◦ Show your knowledge
◦ Show your experience
◦ Show your skill

7.  Do you understand the customer?
◦ What does the customer need?
◦ How can you provide a service or experience that
will hit those needs?
◦ Do they believe you understand what they want
from you or your group?