Long-term relationships are key for us to become a trusted advisor and increase our sales performance. However, the majority of sales people do not build trusted relationships with their clients. They only centre upon social relationships without showing a true interest in the client beyond the mere business transaction.
This approach MUST change if we wish to be successful in today’s business scenarios.
Well, the only way to have strong and loyal clients is by building good, long-term relationships with them, which in turn provide better business results. These relationships are also important because they enable us to:
The building of long-term relationships is a recurrent and iterative process that consists of:
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