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Successful salespeople aim to become a valuable resource for their customers from "summary" of Making Major Sales by Neil Rackham
In the world of major sales, the most successful salespeople are the ones who go above and beyond the traditional roles of selling. They understand that in order to truly succeed, they must become a valuable resource for their customers. This means that they are not just focused on closing deals and making a profit, but on building long-term relationships based on trust and mutual benefit. By positioning themselves as valuable resources for their customers, successful salespeople are able to differentiate themselves from their competitors. They are seen as partners rather than just vendors, and are trusted to provide valuable insights and solutions to their customers' problems. This level of trust and credibility is essential in major sales, where the stakes are high and the decisions are complex. Be...
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