Prioritize building strong relationships with potential buyers from "summary" of Selling to Big Companies by Jill Konrath
To succeed in selling to big companies, you must focus on building strong relationships with potential buyers. These relationships are crucial because they lay the foundation for trust and credibility, which are essential in the complex world of corporate sales. When you prioritize building strong relationships, you show your commitment to understanding the buyer's needs and concerns. This allows you to tailor your approach and offerings to meet those specific needs, making it more likely that the buyer will see the value in what you have to offer. Building strong relationships with potential buyers requires time and effort. It involves getting to know the key decision-makers within the organization, understanding their roles and responsibilities, and earning their trust by consistently delivering value. By investing in these relationships, you demonstrate your commitment to the buyer's success, which can set you apart from competitors who may only be focused on making a quick sale. In today's competitive marketplace, buyers have more options than ever before. To stand out from the crowd, you must show tha...
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