The know, like, and trust framework is the essential foundation for both landing a sales job and closing deals with prospects. Mike O'Kelly breaks down the specific mechanics behind each component and provides actionable strategies for implementing them effectively.

• Your resume is a passive introduction that forms the first impression when you're not present
• Hiring managers filter candidates based on whether they know, like, and then trust them
• Follow-up demonstrates trustworthiness and consistency in both job hunting and sales
• Buyers care more about what happens when things go wrong than when they go right
• The rule of three applies universally across sales processes: planning, building, and launching
• Being responsive shows employers you can handle the responsibilities of the role
• The same three-phase framework applies whether you're getting into sales, dominating, or moving on

If you want to chat about your situation or get a territory audit with a free strategy session, click the link in the show notes. I do two to three sessions per week with listeners, helping sales professionals meet their goals and survive outside sales.

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Connect with Mike:
Mike@survivingoutsidesales.com
LinkedIn: Mike O'Kelly | LinkedIn

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