Selling is about creating value for the customer from "summary" of Making Major Sales by Neil Rackham
Selling is not about persuading the customer to buy something they do not need or want. It is not about manipulating them into making a purchase that will benefit the salesperson more than the customer. Instead, selling is about creating value for the customer. It is about understanding the customer's needs, challenges, and goals, and offering solutions that will genuinely help them achieve success. When salespeople focus on creating value for the customer, they build trust and credibility. They become partners in the customer's journey, working together to find the best possible solution. This approach sets the foundation for long-term relationships and repeat business. Customers are more likely to buy from salespeople wh...
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