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Foster longterm relationships from "summary" of SPIN® -Selling by Neil Rackham
Building long-term relationships with customers is essential in achieving sales success. The key is to focus on developing trust and rapport with clients over time. This requires a deep understanding of their needs and concerns, as well as a commitment to providing ongoing support and value. By consistently delivering on promises and exceeding expectations, sales professionals can strengthen their relationships with customers and increase their chances of securing repeat business. Maintaining open lines of communication is crucial in fostering long-term relationships. Sales professionals should regularly check in with clients to gather feedback, address any issues, and provide updates on products or services. By keeping the lines of communication open, sales professionals can demonstrate their commitment to custome...
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