It is essential to tailor your approach to each individual customer from "summary" of Making Major Sales by Neil Rackham
To be successful in making major sales, one must understand the importance of personalizing the approach for each customer. This means taking the time to understand the unique needs, preferences, and challenges of every individual you are dealing with. By tailoring your approach to each customer, you demonstrate that you care about their specific situation and are willing to go the extra mile to meet their needs. This personalized approach helps to build trust and rapport, making it more likely that the customer will feel comfortable doing business with you.
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