Building strong relationships requires consistent effort from "summary" of Making Major Sales by Neil Rackham
To build strong relationships, sales professionals must understand that it is not a one-time effort. It requires consistent and ongoing commitment. This means making the effort to communicate regularly with clients, not only when trying to make a sale. By staying in touch and showing genuine interest in their needs and concerns, salespeople can establish trust and credibility over time. Consistency is key in relationship-building. It is not enough to make a good impression once and then disappear until the next sale opportunity arises. Sales professionals need to consistently demonstrate their value to clients by providing relevant information, offering solutions to their problems, and following up on their requests in a timely manner. In today's competitive business environme...
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