Salespeople should focus on adding value to the customer from "summary" of Making Major Sales by Neil Rackham
In the world of sales, there is a fundamental principle that successful salespeople understand and apply: adding value to the customer. This concept is not just about making a sale; it's about building a relationship based on trust and mutual benefit. When salespeople focus on adding value to the customer, they are more likely to earn the customer's trust and loyalty over the long term.
Adding value to the customer means going beyond just selling a product or service. It involves understanding the customer's needs and finding ways to meet those needs in a way that provides real benefit. This might involve offering solutions to the customer's problems, providing expert advice, or offering added services that enhance the customer's experience.
When salespeople foc...
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