People buy people, a simple statement but if everything else were absolutely identical I think that you would buy from the person that you liked the best, don’t you? Of course you would and so do your customers. This may seem obvious but it is a fact that is often overlooked by most people in business development, they fail to get to know the customer and let the customer know them. This is I think is a real shame simply because we can use this to great advantage when selling new products or services or even just consulting with a prospective customer.
By focusing on the relationship first and not on the sale you put all customers at ease and removes the belief that a lot of customers have that they will be ‘pushed’ something they neither need nor want.
Simple strategy, and it’s all about building relationships.
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