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Salespeople should focus on building strong partnerships with their customers from "summary" of Making Major Sales by Neil Rackham
In major sales, the traditional approach of simply pushing a product or service onto the customer is no longer effective. Salespeople need to shift their focus towards building strong partnerships with their customers. This entails going beyond the transactional relationship and working towards creating a long-term connection based on trust and mutual benefit. By establishing a partnership with the customer, salespeople can gain valuable insights into the customer's needs, preferences, and pain points. This allows them to tailor their solutions to meet the specific requirements of the customer, ultimately leading to higher levels of customer satisfaction and loyalty. Furthermore, building a strong partnership with the customer helps to differentiate the salesperson from competitors who are s...
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