Always strive to exceed customer expectations from "summary" of The New Strategic Selling by Robert B. Miller,Stephen E. Heiman,Diane Sanchez,Tad Tuleja
The key to success in sales is understanding that the customer’s perception of value is determined by their expectations. In order to build strong, lasting relationships with customers, sales professionals must constantly aim to go above and beyond what is expected of them. This means not only delivering on promises, but also anticipating the customer’s needs and desires before they even express them. Exceeding customer expectations requires a deep understanding of the customer’s business and industry. By taking the time to research and learn about the customer’s specific challenges and goals, sales professionals can tailor their approach t...
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