Focus on building longterm relationships from "summary" of The New Strategic Selling by Robert B. Miller,Stephen E. Heiman,Diane Sanchez,Tad Tuleja
The key to success in sales lies in the ability to build and maintain long-term relationships with customers. This concept is essential in the world of strategic selling, where the focus is on creating value for the customer and establishing trust and credibility over time. By prioritizing long-term relationships, sales professionals can not only secure repeat business but also generate referrals and expand their network of contacts. Long-term relationships are built on a foundation of mutual respect and understanding. Sales professionals must take the time to truly get to know their customers, their needs, and their goals. By listening carefully and asking insightful questions, sales professionals can demonstrate their commitment to serving the customer's best interests. This approach sets the stage for a collaborative partnership based on trust and...
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